Manager - Business Manager

Palo Alto Networks; Clayton (MO); Remote; USD 120,000 - 180,000; Full time

Job summary

Palo Alto Networks is seeking a National Channel Business Manager for WWT/Softchoice to lead engagement and execution within the Public Sector. You will drive revenue growth, craft joint business plans, and build enduring partner relationships across geographies.

You will collaborate with channel, sales, and technical teams to scale opportunities and deliver measurable results, including campaigns like 47-Day Readiness and SPARK, while reporting on performance and trends.

Qualifications

• 5+ years of experience in channel management for public sector sales.
• Knowledge of sales, marketing and solution development.
• Proven track record in complex negotiations and exceeding objectives.

Responsibilities

• Develop and execute a channel strategy to support multiple sales segments within the territory.
• Manage WWT/Softchoice to maximize growth opportunities and align with sales/technical teams.
• Drive growth of Public Sector business with channel partners through joint plans and campaigns.
• Cultivate partner relationships to ensure successful customer implementations.
• Diagnose root causes using data and partner feedback to craft engagement strategies.
• Provide clear communication with partners and lead business reviews with stakeholders.
• Develop dashboards and reports to track partner activity and performance.

Skills

Channel management

Public sector sales

Sales strategy

Negotiation

Data analysis

Relationship management

Campaign management

Cross-functional collaboration

Virtual teamwork

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. In order to be the cybersecurity partner of choice, we must trailblaze the path and shape the future of our industry. Disruption, Collaboration, Execution, Integrity, and Inclusion. 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.

As the National Channel Business Manager for WWT/Softchoice, you will be responsible for overseeing and driving our engagement and execution for the Public Sector. You will focus on strategic relationship management to achieve measurable results in revenue growth, market share, and overall depth within the partner's business. Success in this role involves creating and executing joint business plans, sales motions, and campaigns to build a long-term, outcome-driven partnership where everyone wins.

• Develop and execute a channel strategy to support a mix of sales segments in the territory.
• Manage WWT/Softchoice to maximize growth opportunities.
• Drive growth of our Public Sector Business with WWT/Softchoice by aligning with channel, sales and technical teams to execute joint business plans and scale opportunities.
• Cultivate partner relationships to ensure they are well-positioned to deliver successful customer implementations.
• Diagnosing root causes using data analysis and direct partner engagement, co-developing focused engagement strategies aligned with high-growth opportunities, introducing repeatable campaigns (such as 47-Day Readiness and SPARK), and leveraging install-base data for targeted account-based campaigns.
• Provide clear and consistent communication with dedicated partners to build strong partnerships.
• Lead regular business performance and relationship reviews with senior management and stakeholders.
• Build and maintain activity performance reports and dashboards to track results.

• 5+ years of experience in channel management supporting mixed sales segment territories.
• Background in Channel Sales for Public Sector (Federal or SLED)
• Knowledge of sales, marketing, and solution development.
• Consistent track record of leading complex sales situations through negotiation and conflict resolution.
• Proven track record of exceeding performance objectives.

• Strong initiative and creative thinking.
• Ability to perform effectively in a virtual team environment.

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. We’re trailblazers that dream big, take risks, and challenge cybersecurity’s status quo.

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 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? 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.