National Channel Business Manager

Palo Alto Networks; Pennsylvania; Remote; USD 232,000 - 319,000; Full time

Job summary

Palo Alto Networks is recruiting for a National Channel Business Manager (NCBM) to drive growth in the Commercial and Enterprise Acquisition space with WWT/Softchoice. This remote role spans our national partner network, working with sales, alliances, and technical teams to execute joint business plans and scale opportunities.

Lead executive relationships, simplify complex messaging for platform adoption, and develop services with deep partner experience.

Qualifications

• Tenured experience in channel sales and partner management.
• Experience with Named Partners and driving metrics-based performance.
• Proven track record building partnerships and partner services offerings.
• Strong executive presence with cross-functional trust-building.
• High technical aptitude with ability to simplify complex messaging.
• Executive alignment and ownership of a comprehensive business plan.

Responsibilities

• Grow commercial and Ent Acq through partner-aligned programs and campaigns.
• Align internal teams and partner initiatives to drive customer outcomes and revenue.
• Collaborate across sales, marketing and partner orgs with clear timelines and roles.
• Influence senior partner leadership to optimize resource allocation and GTM approaches.

Skills

Channel sales

Partner management

Executive presence

Technical messaging

Cross-functional collaboration

Strategic leadership

Education

Advanced degree

Tools

CRM software

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. 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.

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

The job description for the National Channel Business Manager (NCBM) role specifically for the Commercial and Enterprise Acquisition covering WWT/Softchoice.

Role Summary: Drive growth of our commercial and Ent Acq business with WWT/Softchoice by aligning with channel, sales, and technical teams to execute joint business plans and scale opportunities. This involves building strong executive relationships, simplifying technical messaging to drive adoption, and leveraging deep partner experience to develop services and deliver results.

• Driving Results: 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.
• Ensuring Alignment: Aligning internal stakeholders on how partner initiatives drive customer outcomes, partner differentiation, and revenue growth. Coordinating closely with specialty teams and services leadership to ensure technical expertise enhances delivery quality and customer value.
• Cross-Functional Collaboration: Partnering across sales, marketing, and partner teams to execute complex partner-focused enablement and campaigns, maintaining clear roles, timelines, and regular check-ins.
• Influencing & Strategic Leadership: Influencing senior partner leadership to shift resource allocation or go-to-market approaches (such as expanding professional services capabilities) to better align with company goals.1

Qualifications

• Tenured experience in channel sales and partner management
• Extensive experience working with Named Partners and driving metrics-based performance.
• Proven track record of building out partnerships at a portfolio company and creating partner services offerings.
• Strong executive presence with the ability to build trust across Alliances, Sales, and Technical teams.
• High technical aptitude with the ability to simplify complex messaging to drive platform adoption.
• Executive alignment, owning/executing a comprehensive business plan

Preferred Qualifications

• Prior experience leading teams or cross-functional initiatives in a fast-paced, high-growth environment.
• Deep understanding of cybersecurity technologies and ecosystem dynamics.
• Advanced degree or relevant industry certifications.

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.

$232,000.00 - $319,000.00/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.