Channel Business Manager - Dell

Palo Alto Networks; Austin (TX); Remote; USD 272,000 - 374,000; Full time

Job summary

Palo Alto Networks is seeking a senior leader to manage national channel relationships and drive joint business with strategic partners. You will develop plans, execute sales strategies, and oversee performance reviews to maximize revenue and market share within the national partner ecosystem.

The role requires extensive experience in channel management, executive communication, and cross-functional leadership.

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 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.

Responsibilities

• Drive results with Dell alliances, Sales, and Technical teams to scale the partnership.
• Develop and execute business plans and sales execution planning across partner relationships.
• Lead regular performance and relationship reviews with senior management and stakeholders.
• Build trust and strong partnerships between Palo Alto Networks and Dell teams.
• Communicate clearly across regions with partners to maintain alignment.

Skills

Relationship management

Executive communication

Channel management

Negotiation

Virtual collaboration

Sales planning

Education

Bachelor's Degree

MBA

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

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