Distribution Business Manager - Palo Alto Networks

Our Mission

At Palo Alto Networks® everything starts and ends with our mission:

Being the cybersecurity partner of choice, protecting our digital way of life.
Our vision is a world where each day is safer and more secure than the one before. We are a company built on the foundation of challenging and disrupting the way things are done, and we’re looking for innovators who are as committed to shaping the future of cybersecurity as we are.

Who We Are

We take our mission of protecting the digital way of life seriously. We are relentless in protecting our customers and we believe that the unique ideas of every member of our team contributes to our collective success. Our values were crowdsourced by employees and are brought to life through each of us everyday - from disruptive innovation and collaboration, to execution. From showing up for each other with integrity to creating an environment where we all feel included.

As a member of our team, you will be shaping the future of cybersecurity. We work fast, value ongoing learning, and we respect each employee as a unique individual. Knowing we all have different needs, our development and personal wellbeing programs are designed to give you choice in how you are supported. This includes our FLEXBenefits wellbeing spending account with over 1,000 eligible items selected by employees, our mental and financial health resources, and our personalized learning opportunities - just to name a few!

Your Career

A Distribution Business Manager (DBM) drives our entire Sales & Channel engagement with distributors across Palo Alto Networks’s NextWave partner ecosystem. As a DBM for Public Sector, you are responsible for owning the GTM relationship with 1 or 2 large Public Sector distributors to build an annual business plan within 30 days of the close of each fiscal year-end. Specifically defining the evolution of distributors’ businesses, headcount, investments, and go-to-market strategies each year based on Palo Alto Networks' global theater, and regional priorities and strategies. You are also responsible for the overall business execution and performance management with the distributor(s).  Furthermore, you will augment the Public Sector needs of all distributors collaborating with the associated primary DBMs. 

Your Impact

• Provide necessary data and reports to distributors to set plan targets and KPIs
• Responsible for scheduling, preparing, and leading recurring Business Review meetings (QBRs) at least three times per year with cross-functional audience Sales Management, Marketing, Services, Channel SE team, and optional attendees from Regional, Theatre, and WW management including executive QBRs
• Meet with Distributors to update the annual business plan with the previous quarter’s results and set targets, objectives, and activities for a new quarter and frequently convene to assess ongoing trajectory of the business and adjust activities as needed to drive better results
• Responsible for establishing senior executive relationships and leveraging your rapport with distributors’ executives to influence investments in and positive outcomes for Palo Alto Networks
• Lead monthly updates with the distributor(s) to cover relevant new company information or content provided in the previous month - Ensure company content, programs, and update proper “land” within the distributor and share calls-to-action for distributors with said updates
• Increase the distributor’s quoting utilization - Provide adequate training - Monitor and share quoting utilization statistics with distributors monthly
• Responsible for semi-annual NextWave Program Compliance efforts for Distribution Managed Partners, including working with the distributor(s) on plans to address gaps in Partner requirements and to make the decision on up-leveling, downgrading, or off-boarding these Partners
• Work closely with the Renewals team and distributors to improve renewals process efficiency and to improve key Renewal business KPIs
• Building and monitoring plans with distributors to drive attendance to important Palo Alto Networks global, regional, and local events
• Give face-to-face presentations to distributors at the start of each quarter for product updates, business opportunities, best practices from other distributors in other regions
• Facilitating cadence of “Peering” between local management teams
• Facilitating local Sales team engagement with Distribution
  • Each distributor is invited to make a presentation to PANW Sales organization during a weekly Sales meeting at least 1 time per quarter
• Handle (solve or escalate) all escalations related to day-to-day order processing and Distributor Credit situations
• Be onsite (when able) at a local distributor at each end of month / EOQ and participate actively in the “War Room” virtual environment at EOM/EOQ to ensure flawless execution of all Commit orders
• Ensure distributors are proactively reviewing their pipeline to ready their systems and account for processing orders with available credit and no minor mistakes
• Manage the Distribution Rebates by setting targets and defining MBOs - provide regular Rebate updates – this should include QTD against target funnel and in Quarter pipeline report
• Manage all processes and documentation related to Distribution Development Funds (DDF)
• Manage all processes and documentation related to Distribution Co-Funded Heads  
• Manage open Pipeline weekly - Use Clari to understand which deals are coming in each week/month/quarter and work proactively with distributors to ensure all orders are closed and processed by their committed Close Date
• Lead weekly forecast call with each local distributor to review weekly/monthly/quarterly
• Work with distributors and Marketing Manager to have all Marketing plans and Distribution Development Plans (DDF) submitted as per the timeline and process
• Work with Distributors on marketing plans that drive net-new account acquisition and install base expansion
• Attend local sales and marketing events hosted by Distributors and Distribution Managed Partners
• Work with Distributors and Channel/Product Market to develop, land, and monitor Channel Sales incentives and promotions for Distributors and Distribution Managed Partners
• Coordinate efforts and drive alignment between Distributors and PANW Inside Sales Team - proactively schedule sales activities onsite between Inside Sales and Distributors
• Regularly share important SFDC reports with Distributors

Your Experience 

• 5+ years of distribution or channel management experience
• 2+ years of channel sales management experience in vendor environments,
• 2+ years of Program Management or BU Management or close work in channel programs
• Working knowledge and experience selling technology solutions 
• Proven experience influencing senior-level partner executives 
• Ability to develop complex partner and territory plans and strategies 
• Skilled in developing business plans, contributing to strategic plans, and devising reporting to track business Key Performance Indicators (KPI) and return on investments (ROI)
• Strong presentation skills and the ability to describe market transitions
• Proven ability to communicate effectively and professionally (verbal and written) with customers and interface with a variety of organizations. - Clear and concise
• 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

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.  This is how we will scale the US Public Sector business to greater heights.    

Compensation Disclosure

The compensation offered for this position will depend on qualifications, experience, and work location. For candidates who receive an offer at the posted level, the starting base salary (for non-sales roles) or base salary + commission target (for sales/commissioned roles) is expected to be between $261000 - $358500/YR. The offered compensation may also include restricted stock units and a bonus. A description of our employee benefits may be found here.

Our Commitment

We’re problem solvers that take risks and challenge cybersecurity’s status quo. It’s simple: we can’t 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  accommodations@paloaltonetworks.com.

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.