Strategic Channel Partnerships Lead (Remote)

Palo Alto Networks; Austin (TX); Remote; USD 272,000 - 374,000; Full time

Job summary

Palo Alto Networks is seeking a senior channel manager to drive IBM-based partnerships across North America in a remote-capable role. You will design and execute joint business plans, manage the IBM relationship, and drive channel-driven revenue while coordinating with regional teams.

The role requires 5+ years in channel management, knowledge of channel operating models, and strong communication. You will lead strategy, governance reviews, and dashboards to measure performance and growth with

Qualifications

• 5+ years of experience in channel management.
• Understanding of channel operating models.
• Knowledge of sales, marketing and solution development.
• Strong initiative with excellent presentation and written skills.
• Proven ability to lead complex sales negotiations and conflicts.
• Forecasting and follow-through skills.
• Ability to cultivate lasting relationships.

Responsibilities

• Develop and execute channel strategy to support territory geography with sales segments.
• Manage IBM relationship with key regions in North America.
• Create territory plans driving key sales initiatives and goals.
• Strengthen partner relationships to grow opportunities and ensure IBM success.
• Collaborate in a matrixed team to deliver partner and customer satisfaction.
• Craft compelling value propositions to motivate partners to promote our solutions.
• Provide clear, consistent regional communications with IBM and Palo Alto Networks.
• Lead regular business reviews with senior management and stakeholders.
• Build and maintain leadership relationships for IBM and Palo Alto Networks.

Skills

Channel management

Sales & marketing knowledge

Channel operating models

Initiative & communication

Forecasting

Relationship building

Negotiation

Job description

Palo Alto Networks is seeking a senior channel manager to drive IBM-based partnerships across North America in a remote-capable role. You will design and execute joint business plans, manage the IBM relationship, and drive channel-driven revenue while coordinating with regional teams.

The role requires 5+ years in channel management, knowledge of channel operating models, and strong communication. You will lead strategy, governance reviews, and dashboards to measure performance and growth with