Channel Business Manager

Palo Alto Networks, Inc.; Austin (TX); Remote; USD 190,000 - 261,000; Full time

Job summary

Palo Alto Networks is seeking a dynamic leader to drive the SHI partner relationship and national channel programs. You will craft and execute business plans, align cross-functional teams, and position our solutions to maximize growth and customer success across the partner ecosystem.

The role emphasizes strategic collaboration, executive-level relationship management, and data-driven performance tracking to ensure sustained market leadership. Remote-friendly with regional impact.

Qualifications

• Experience in national channel management or business development in enterprise software or network security.
• Understanding of channel operating models and partner ecosystems.
• Knowledge of sales, marketing, and solution development.
• Strong initiative with excellent presentation, written, and communication skills.
• Proven track record of leading complex sales negotiations and resolving conflicts.

Responsibilities

• Develop and execute business plans for the SHI partner relationship to maximize growth opportunities.
• Ensure partners and customers are satisfied; collaborate with teams across functions.
• Create compelling value propositions to motivate partners to promote our solutions.
• Develop services based on Palo Alto Networks technologies to drive revenue growth.
• Maintain regular performance and relationship reviews with SHI and internal stakeholders.

Skills

National Channel Management

Channel operating models

Sales, marketing, solution development

Presentation skills

Negotiation & conflict resolution

Job description

Our Mission

At Palo Alto Networks®, we’re united by a shared mission—to protect our digital way of life. We thrive at the intersection of innovation and impact, solving real-world problems with cutting-edge technology and bold thinking. Here, everyone has a voice, and every idea counts. If you’re ready to do the most meaningful work of your career alongside people who are just as passionate as you are, you’re in the right place.

Who We Are

In order to be the cybersecurity partner of choice, we must trailblaze the path and shape the future of our industry. This is something our employees work at each day and is defined by our values: Disruption, Collaboration, Execution, Integrity, and Inclusion. We weave AI into the fabric of everything we do and use it to augment the impact every individual can have. If you are passionate about solving real-world problems and ideating beside the best and the brightest, we invite you to join us!

This role is remote, but distance is no barrier to impact. Our hybrid teams collaborate across geographies to solve big problems, stay close to our customers, and grow together. You will be part of a culture that values trust, accountability, and shared success where your work truly matters.

Job Summary

Palo Alto Networks Channel organization is a strategic pillar for the organization’s continued growth, and we are looking for a dynamic leader that thrives in a fast-paced working environment and who can play an integral role in driving Palo Alto Networks relationships within our national partner ecosystem.

Your Impact

Develop and execute business plans driving all aspects of the SHI partner relationship to maximize growth opportunities and ensuring the partner is well-positioned to deliver successful customer implementations and recommendations

• Work well in a team environment to ensure partner and customer satisfaction
• Design a compelling value proposition that inspires partners to promote our solutions
• Create services based on our emerging and established technologies increasing revenue growth
• Provide clear and consistent communication across the region with your dedicated partner: SHI, to build strong partnerships throughout your assignment
• Lead regular business performance and relationship reviews with senior management and various stakeholders within SHI
• Build and maintain the activity of performance reports and activity dashboards

Qualifications

• Experience in National Channel Management, or Business Development roles within the enterprise software ecosystem and/or network security industry
• Understanding of channel operating models
• Knowledge of sales, marketing, and solution development
• Demonstrate strong initiative and ability to think creatively with excellent presentation, written, and overall communication skills
• Consistent track record of leading complex sales situations through negotiation and conflict resolution

Compensation Disclosure

The compensation offered for this position will depend on qualifications, experience, and work location. For candidates who receive an offer at the posted level, the starting base salary (for non-sales roles) or base salary + commission target (for sales/com-missioned roles) is expected to be the annual range listed below. The offered compensation may also include restricted stock units and a bonus. A description of our employee benefits may be found here.

$189,600.00 - $260,700.00/yr

Our Commitment

We’re trailblazers that dream big, take risks, and challenge cybersecurity’s status quo. It’s simple: we can’t accomplish our mission without diverse teams innovating, together.

We are committed to providing reasonable accommodations for all qualified individuals with a disability. If you require assistance or accommodation due to a disability or special need, please contact us at [e-mail].

Palo Alto Networks is an equal opportunity employer. We celebrate diversity in our workplace, and all qualified applicants will receive consideration for employment without regard to age, ancestry, color, family or medical care leave, gender identity or expression, genetic information, marital status, medical condition, national origin, physical or mental disability, political affiliation, protected veteran status, race, religion, sex (including pregnancy), sexual orientation, or other legally protected characteristics.

All your information will be kept confidential according to EEO guidelines.

Is role eligible for Immigration Sponsorship? No. Please note that we will not sponsor applicants for work visas for this position.Motor-Vehicle Requirement: This role may require travel to and from Palo Alto Networks, Inc. business meetings and events and requires reliable transportation to do so. If a hire chooses to drive in connection with company business, the hire for this role must maintain a valid driver’s license.