Channel Partnerships Lead — Remote Growth & Strategy

Palo Alto Networks; City of Albany (NY); Remote; USD 272,000 - 374,000; Full time

Job summary

Palo Alto Networks seeks an experienced Channel Manager to lead IBM-related partnerships across North America. You will shape channel strategy, manage executive-level relationships, and drive joint business plans for sustained revenue growth.

In this remote role, you will collaborate with global teams to ensure IBM-aligned initiatives deliver measurable outcomes, scalable solutions, and customer success across regions.

Qualifications

• 5+ years of experience in channel management supporting mixed sales segment territories.
• Understanding of channel operating models.
• Knowledge of sales, marketing, and solution development.
• Demonstrate strong initiative 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.

Responsibilities

• Develop and execute channel strategy to support territory geo and 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 Alto Networks.
• Lead regular business performance and relationship reviews with senior management and various stakeholders.
• Build and maintain the activity of performance reports and dashboards.
• Develop and maintain leadership relationships in respective regions for both IBM and Palo Alto Networks.

Skills

Channel management

Relationship management

Sales strategy

Negotiation

Forecasting

Cross-functional collaboration

Strategic partnerships

Communication

Territory planning

Problem solving

Job description

Palo Alto Networks seeks an experienced Channel Manager to lead IBM-related partnerships across North America. You will shape channel strategy, manage executive-level relationships, and drive joint business plans for sustained revenue growth.

In this remote role, you will collaborate with global teams to ensure IBM-aligned initiatives deliver measurable outcomes, scalable solutions, and customer success across regions.