Channel Business Manager, IBM North America Alliance

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

Job summary

Palo Alto Networks is seeking a senior channel manager to drive IBM-based partnerships across North America in a remote-capable role. You will design and execute joint business plans, manage the IBM relationship, and drive channel-driven revenue while coordinating with regional teams.

The role requires 5+ years in channel management, knowledge of channel operating models, and strong communication. You will lead strategy, governance reviews, and dashboards to measure performance and growth with

Qualifications

• 5+ years of experience in channel management.
• Understanding of channel operating models.
• Knowledge of sales, marketing and solution development.
• Strong initiative with excellent presentation and written skills.
• Proven ability to lead complex sales negotiations and conflicts.
• Forecasting and follow-through skills.
• Ability to cultivate lasting relationships.

Responsibilities

• Develop and execute channel strategy to support territory geography with sales segments.
• Manage IBM relationship with key regions in North America.
• Create territory plans driving key sales initiatives and goals.
• Strengthen partner relationships to grow opportunities and ensure IBM success.
• Collaborate in a matrixed team to deliver partner and customer satisfaction.
• Craft compelling value propositions to motivate partners to promote our solutions.
• Provide clear, consistent regional communications with IBM and Palo Alto Networks.
• Lead regular business reviews with senior management and stakeholders.
• Build and maintain leadership relationships for IBM and Palo Alto Networks.

Skills

Channel management

Sales & marketing knowledge

Channel operating models

Initiative & communication

Forecasting

Relationship building

Negotiation

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.

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

This role is centered on relationship management to achieve measurable results in increased revenue, market share, and depth working with IBM. Your success in this role will span the creation and execution of unique business plans with IBM in each region. You'll be measured primarily on the joint business executed and sold with IBM. You’ll be working within all levels of partner organizations and possess a commitment that focuses on developing partnerships based on the long term, outcome where everybody wins strategy.

Your Impact

• Develop and execute channel strategy to to support territory geo supporting mix of sales segments.


• Management of IBM relationship with key regions in North America.


• Territory plan driving key sales initiatives to support business goals.


• Partner relationship to maximize growth opportunities and ensuring IBM is well-positioned to deliver successful customer implementations and recommendations.


• Work well in a matrixed team environment to ensure partner and customer satisfaction.


• Design a compelling value proposition that inspires partners to promote our solutions.


• Provide clear and consistent communication across the region with IBM and Palo


• Lead regular business performance and relationship reviews with senior management and various stakeholders.


• Build and maintain the activity of performance reports and activity dashboards.


• Develop and maintain leadership relationships in respective regions for both IBM and Palo

Qualifications

• 5+ years of experience in channel management supporting the mixed sales segment territories.


• 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.


• Forecasting and follow through skills


• Ability to cultivate lasting relationships

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.