Channel Business Manager - Dell

Jobs Paloaltonetworks; Austin (TX); A distancia; USD 272.000 - 374.000; Jornada completa

Descripción de la vacante

Palo Alto Networks is seeking a seasoned National Channel leader to drive revenue growth and deepen partner performance across national accounts. You will shape strategic plans, align with executive sponsors, and ensure disciplined execution that delivers measurable outcomes.

You will lead the Dell alliance, build trust across regional teams, and drive platform adoption through clear, executive-level communication and joint initiatives. This role is fully remote with national scope.

Formación

• Bachelor’s Degree or equivalent; MBA a plus.
• 10+ years experience in Business Management, Channel Management, or Business Development in enterprise software, network security, or Cloud.
• Excellent instincts and ability to interface with senior leadership to individual contributors.
• Strong executive communication and presentation skills.
• Proven track record of exceeding performance objectives.
• Understanding of channel operating models.
• Knowledge of sales, marketing, and solution development.

Responsabilidades

• Drive results with Dell and other partners to grow the joint business.
• Develop and execute business plans and sales execution to maximize partnership growth.
• Build trust and strong relationships with Dell Alliances, Sales, and Technical teams.
• Translate technical offerings into customer value and platform adoption.
• Lead regular performance and relationship reviews with senior management and stakeholders.
• Create services around emerging technologies to increase revenue growth.

Conocimientos

Executive communication

Presentation skills

Negotiation

Strategic thinking

Educación

Bachelor’s degree or equivalent

MBA

Descripción del empleo

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

You will center your role on relationship management to achieve measurable results in increased revenue, market share, and depth within the national partner. Your success in this role will span the creation and execution of national and localized business plans and measured primarily on the joint business executed. Do you have experience of working at all levels of large strategic partner organizations, plus possess high discernment and approach to develop partnerships based on the long term, “outcome where everybody wins” strategy? If so, we want you. Palo Alto Networks National 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

• Drive results working with Regional Channel Business Managers, Channel SEs, partner personnel, and ancillary stakeholders to drive growth as we scale the Dell-Palo Alto Networks partnership.
• Develop and execute business plans & sales execution planning driving all aspects of the partner relationship to maximize growth opportunities and ensuring the partner is well-positioned to deliver successful customer implementations and recommendations.
• Strong executive presence and relationships with Dell Alliances, Sales, and Technical teams, and being able to build trust between Palo Alto Networks and those teams at Dell is critical to driving growth at scale with this partnership.
• Strong technical aptitude/acumen and the ability to simplify the message to drive platform adoption in the joint customer base.
• Extensive experience working with Dell, leading teams, experience building Dell services and OEM offerings, building out a partnership at a portfolio company, and with experience driving metrics-based performance at Dell.
• Create services based on our emerging and established technologies increasing revenue growth.
• Provide clear and consistent communication across the region with your dedicated partners to build strong partnerships throughout your assignment.
• Lead regular business performance and relationship reviews with senior management and various stakeholders.

Qualifications

• Bachelor’s Degree or equivalent, MBA a plus
• 10+ years experience in Business Management, Channel Management, or Business Development roles within the enterprise software ecosystem, network security industry, and/or Cloud industry
• Excellent instincts and shown ability to interface at a senior leadership to individual contributor level with ease
• Excellent executive communication and presentation skills
• Successful track record of exceeding performance objectives
• 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
• Capable of performing in a virtual team environment
• Negotiation and conflict resolution skills

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.

$272,000.00 - $374,000.00/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.