Channel Business Manager - CDW

Palo Alto Networks, Inc.; New York (NY); Remote; USD 232,000 - 319,000; Full time

Job summary

Palo Alto Networks, Inc. is seeking a Senior Partner Relationship Manager to drive strategic growth with our partner ecosystem, focusing on CDW and aligned regional teams. You will shape plans, forecast outcomes, and advance joint opportunities to win in the market.

In this remote role, you will collaborate across sales, product, and marketing to craft compelling value propositions, manage pipelines, lead reviews with stakeholders, and push scalable GTM strategies to expand market share globally.

Qualifications

• Proven experience in Channel Management or Business Development in enterprise software or network security.
• Strong negotiation and conflict resolution skills.
• Excellent presentation, written, and verbal communication.

Responsibilities

• Develop and execute strategic business plans with Account Directors, driving all aspects of the partner relationship to maximize growth and ensure successful customer deployments.
• Proactively collaborate with internal stakeholders and product teams to ensure partner and customer satisfaction while accomplishing shared objectives.
• Design and articulate compelling value propositions that inspire strategic partners to promote and prioritize our solutions.
• Drive the activation and development of partner services based on our technologies, innovating new GTM strategies to increase market share.
• Provide clear and consistent communication across the region to build and strengthen partnerships with all stakeholders.
• Lead regular business performance and relationship reviews with senior management and key internal and external stakeholders.
• Build and maintain performance reports and activity dashboards to accurately track progress against joint business plans.

Skills

Channel Management

Business Development

Negotiation

Sales

Presentation

Education

Bachelor's degree

Master's degree

PhD

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

In this role, you will focus on strategic relationship management to achieve measurable growth in revenue and market share with assigned Partner Accounts. Your success will be defined by creating and executing unique business plans with CDW. You will drive alignment between internal and CDW's partner sales teams, executing with excellence on account planning and pipeline management to develop our strategic partnerships.

Key Responsibilities

• Develop and execute strategic business plans in collaboration with Account Directors, driving all aspects of the partner relationship to maximize growth and ensure successful customer deployments.
• Proactively collaborate with internal stakeholders and product teams to ensure partner and customer satisfaction while accomplishing shared objectives.
• Design and articulate compelling value propositions that inspire strategic partners to promote and prioritize our solutions.
• Drive the activation and development of partner services based on our technologies, innovating new GTM strategies to increase market share.
• Provide clear and consistent communication across the region to build and strengthen partnerships with all stakeholders.
• Lead regular business performance and relationship reviews with senior management and key internal and external stakeholders.
• Build and maintain performance reports and activity dashboards to accurately track progress against joint business plans.

Required Qualifications

• Bachelor's degree with 8 years of experience, or Master's degree with 6 years of experience, or PhD with 3 years of experience in a related field.
• Proven experience in Channel Management or Business Development roles within the enterprise software or network security industry.
• Consistent track record of leading complex sales situations through successful negotiation and conflict resolution.
• Strong business acumen and experience with sales, marketing, and solution development.
• Excellent presentation, written, and overall communication skills with the ability to think creatively.

Preferred Qualifications

• Direct experience and understanding of the Central Europe region (Germany, Austria, Switzerland).
• Deep understanding of Service Provider (SP) and Global System Integrator (GSI) operating models.
• Experience working in a fast-paced, matrixed organization.

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. $232,000.00 - $319,000.00/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.