Distribution Business Manager - Africa

Palo Alto Networks; South Africa; Remote; ZAR 200 000 - 300 000; Full time

Job summary

A global cybersecurity leader is seeking a Distribution Business Manager (DBM) who will enhance Sales & Channel engagement with distributors in Africa. This role requires a strong background in distribution management, with responsibilities including setting targets, leading reviews, and establishing executive relationships. The ideal candidate will have extensive experience in channel sales and the ability to develop effective strategies. This position allows remote work in South Africa or other African countries.

Qualifications

• 5-7 years of distribution or channel management experience.
• 2-3 years of channel sales management experience in vendor environments.
• Working knowledge and experience selling technology solutions.
• Proven experience influencing senior-level partner executives.
• Ability to develop complex partner and territory plans and strategies.
• Strong presentation skills and the ability to describe market transitions.
• Proven ability to communicate effectively and professionally.
• Strong leadership skills with the ability to develop and manage virtual sales teams.
• Strong time management, organizational, and negotiation skills.
• Professional IT Sales and business development experience.
• Strong public speaking skills.

Responsibilities

• Drive Sales & Channel engagement with distributors across the Africa region.
• Provide necessary data and reports to set plan targets and KPIs.
• Schedule prepare and lead quarterly Business Review meetings.
• Meet with Distributors to update annual business plans.
• Establish and leverage senior executive relationships with distributors.
• Lead monthly updates on company information with distributors.
• Increase distributors quoting utilization and provide training.
• Manage NextWave Program Compliance efforts for Distribution Partners.
• Work closely with the Renewals team to improve efficiency.
• Build and monitor plans with distributors for event attendance.
• Give presentations to distributors at the start of each quarter.
• Facilitate cadences between local management teams.
• Handle escalations related to order processing and Credit situations.
• Be onsite at a local distributor at each end of month.
• Manage Distribution Rebates and define MBOs.
• Oversee processes and documentation related to Development Funds.
• Lead weekly forecast calls with each local distributor.

Skills

AS400

Lean

Management Experience

Maximo

Warehouse Management

Warehouse Experience

Warehouse Distribution Experience

Warehouse Management System

Copywriting

Leadership Experience

Supervising Experience

Logistics

Job description

This role can be based remotely in Egypt Kenya South Africa or Nigeria

Your Career

As a Distribution Business Manager (DBM) at Palo Alto Networks you will drive our entire Sales & Channel engagement with distributors across the NextWave partner ecosystem across the Africa region. You will own the overall GTM relationship defining the evolution of distributors businesses headcount investments and go-to-market strategies each year based on regional priorities. Your role includes overall business execution and performance management with the distributor augmenting the Enterprise & Commercial Segment needs with your DBM peers and associated sales segment leads.

Your Impact

• Provide necessary data and reports to distributors to set plan targets and KPIs.
• Schedule prepare and lead recurring Business Review meetings (QBRs) at least three times per year with cross-functional audience
• Meet with Distributors to update the annual business plan with previous quarters results and set targets for the new quarter
• Establish senior executive relationships and leverage rapport with distributors executives to influence investments
• Lead monthly updates with the distributor(s) to cover relevant new company information
• Increase the distributors quoting utilization and provide adequate training
• Manage semi-annual NextWave Program Compliance efforts for Distribution Managed Partners
• Work closely with the Renewals team and distributors to improve renewals process efficiency
• Build and monitor plans with distributors to drive attendance to important events
• Give face-to-face presentations to distributors at the start of each quarter
• Facilitate cadence of Peering between local management teams
• Handle escalations related to day-to-day order processing and Distributor Credit situations
• Be onsite at a local distributor at each end of month / EOQ
• Manage the Distribution Rebates by setting targets and defining MBOs
• Manage all processes and documentation related to Distribution Development Funds (DDF)
• Lead weekly forecast call with each local distributor

Qualifications : Your Experience

• 5 7 years of distribution or channel management experience
• 2 3 years of channel sales management experience in vendor environments
• Working knowledge and experience selling technology solutions
• Proven experience influencing senior-level partner executives
• Ability to develop complex partner and territory plans and strategies
• Strong presentation skills and the ability to describe market transitions
• Proven ability to communicate effectively and professionally
• Strong leadership skills with the ability to develop and manage virtual sales teams
• Strong time management organizational and negotiation skills
• Professional IT Sales and business development experience
• Strong public speaking skills

Additional Information

The Team

The channel organization at Palo Alto Networks is a strategic pillar for our continued growth within cybersecurity and a critical component to accomplishing our mission. Channel development is an extension of the territory sales team with the ultimate goal to train and enable our channel partners to become empowered in the use and sales of our products.

Our Commitment

Were problem solvers that take risks and challenge cybersecuritys status quo. Its simple : we cant accomplish our mission without diverse teams innovating together.

We are committed to providing reasonable accommodations for all qualified individuals with a disability. If you require assistance or accommodation due to a disability or special need please contact us at .

Palo Alto Networks is an equal opportunity employer. We celebrate diversity in our workplace and all qualified applicants will receive consideration for employment without regard to age ancestry color family or medical care leave gender identity or expression genetic information marital status medical condition national origin physical or mental disability political affiliation protected veteran status race religion sex (including pregnancy) sexual orientation or other legally protected characteristics.

All your information will be kept confidential according to EEO guidelines.

Remote Work: Yes

Employment Type: Full-time

Key Skills

• AS400
• Lean
• Management Experience
• Maximo
• Warehouse Management
• Warehouse Experience
• Warehouse Distribution Experience
• Warehouse Management System
• Copywriting
• Leadership Experience
• Supervising Experience
• Logistics

Experience: years

Vacancy: 1