Remote Channel Strategy & Partnerships Lead

Palo Alto Networks, Inc.; New York (NY); Remote; USD 272,000 - 374,000; Full time

Job summary

Palo Alto Networks, Inc. is seeking a Senior Channel Manager to lead IBM-aligned partnerships across North America. You will architect channel strategies, drive revenue growth, and manage strategic relationships with IBM to deliver joint sales success.

The role requires 5+ years in channel management, strong negotiation, and the ability to operate in a matrixed environment while communicating clearly with executives.

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

Responsibilities

• Develop and execute channel strategy 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 Alto Networks to build strong partnerships.
• 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 Alto Networks.

Skills

Channel management

Sales

Marketing

Solution development

Negotiation

Presentation skills

Forecasting

Relationship building

Communication skills

Job description

Palo Alto Networks, Inc. is seeking a Senior Channel Manager to lead IBM-aligned partnerships across North America. You will architect channel strategies, drive revenue growth, and manage strategic relationships with IBM to deliver joint sales success.

The role requires 5+ years in channel management, strong negotiation, and the ability to operate in a matrixed environment while communicating clearly with executives.