Strategic Channel Manager – Global Partnerships

Palo Alto Networks; Boston (MA); Remote; USD 272,000 - 374,000; Full time

Benefits offered by this job

Restricted stock units

Bonus

Job summary

Palo Alto Networks is seeking a Senior Channel Manager to drive IBM co-sell programs and regional channel initiatives. You’ll build joint business plans, manage IBM relationships across North America, and lead strategy to grow revenue and market share with our partners.

In this role, you’ll collaborate across a matrixed team, design compelling value propositions, and deliver performance reviews and dashboards. Remote work with strong travel as needed.

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 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
• 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

Skills

Channel management

Sales strategy

Partner ecosystem

Negotiation

Relationship management

Forecasting

Job description

Palo Alto Networks is seeking a Senior Channel Manager to drive IBM co-sell programs and regional channel initiatives. You’ll build joint business plans, manage IBM relationships across North America, and lead strategy to grow revenue and market share with our partners.

In this role, you’ll collaborate across a matrixed team, design compelling value propositions, and deliver performance reviews and dashboards. Remote work with strong travel as needed.