Remote National Channel Manager – Public Sector

Palo Alto Networks, Inc.; Burbank (CA); Remote; USD 232,000 - 319,000; Full time

Job summary

Palo Alto Networks, Inc. is seeking a National Channel Business Manager for WWT/Softchoice to lead engagement and execution in the Public Sector.

You will shape joint business plans, drive revenue growth, and manage strategic relationships with partner organizations to deliver measurable outcomes. The role requires deep channel experience in Public Sector, strong collaboration with cross-functional teams, and a data-driven approach to opportunities.

Qualifications

• 5+ years in channel management for mixed sales segments.
• Experience in Public Sector channel (Federal or SLED).
• Understanding of channel operating models.
• Knowledge of sales, marketing, and solution development.
• Proven ability to lead complex sales through negotiation and conflict resolution.
• 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 sales

Channel operating models

Sales & marketing

Negotiation

Track record of performance

Job description

Palo Alto Networks, Inc. is seeking a National Channel Business Manager for WWT/Softchoice to lead engagement and execution in the Public Sector.

You will shape joint business plans, drive revenue growth, and manage strategic relationships with partner organizations to deliver measurable outcomes. The role requires deep channel experience in Public Sector, strong collaboration with cross-functional teams, and a data-driven approach to opportunities.