National Channel Lead, Public Sector—Remote

Palo Alto Networks; Oregon; Hybrid; USD 232,000 - 319,000; Full time

Job summary

Palo Alto Networks in the United States seeks a National Channel Business Manager for WWT/Softchoice to oversee engagement and execution in the Public Sector, building joint business plans and campaigns to drive revenue growth and partner depth.

The role requires 5+ years in channel management, strong negotiation and relationship-building skills, and the ability to operate across channel, sales, and technical teams in a remote/hybrid environment.

Qualifications

• 5+ years of experience in channel management supporting mixed sales segment territories.
• Background in Channel Sales for Public Sector (Federal or SLED)
• Understanding of channel operating models.
• 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.

Responsibilities

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

Skills

Channel management

Public Sector channel sales

Channel operating models

Sales, marketing, solution development

Negotiation & conflict resolution

Performance objective attainment

Job description

Palo Alto Networks in the United States seeks a National Channel Business Manager for WWT/Softchoice to oversee engagement and execution in the Public Sector, building joint business plans and campaigns to drive revenue growth and partner depth.

The role requires 5+ years in channel management, strong negotiation and relationship-building skills, and the ability to operate across channel, sales, and technical teams in a remote/hybrid environment.