Distribution Business Manager

hace 1 semana

Xico, México Palo Alto Networks, Inc. A tiempo completo
About the Role

Palo Alto Networks, Inc. is seeking a highly skilled Distribution Business Manager to join our team. As a key member of our channel organization, you will play a critical role in driving our sales and channel engagement with distributors across the NextWave partner ecosystem.

Key Responsibilities
  • Develop and execute annual business plans with large international distributors, aligning with Palo Alto Networks' global, theatre, and regional priorities and strategies.
  • Manage the overall relationship with a large Palo Alto Networks distributor, ensuring seamless execution of all commitments.
  • Lead Business Review meetings (QBRs) with cross-functional teams, including Sales Management, Marketing, Services, and Channel SE teams.
  • Meet with distributors to update annual business plans, set targets, and objectives for each quarter.
  • Monitor and share CPQ quoting utilization statistics with distributors on a monthly basis.
  • Work closely with the Renewals team and distributors to improve renewals process efficiency and key Renewal business KPIs.
  • Build and monitor plans with distributors to drive attendance to important Palo Alto Networks global, regional, and local events.
  • Facilitate cadence of 'Peering' between local management teams and facilitate local Sales team engagement with Distribution.
  • Handle critical issues related to day-to-day order processing and Distributor Credit Situations.
  • Manage Distribution Rebates, setting targets and defining MBOs, and provide regular Rebate updates.
  • Manage all processes and documentation related to Distribution Development Funds (DDF) and Co-Funded Heads.
  • Keep a close view of the open Pipeline on a weekly basis, using FunnelSource or Clari to understand which deals are coming in each week/month/quarter.
  • Lead weekly forecast call with each local distributor to review weekly/monthly/quarterly performance.
  • Work with distributors and Channel Marketing Manager to have all Marketing plans and Distribution Development Plans (DDF) submitted as per the timeline and process.
  • Coordinate efforts and drive alignment between Distributors and PANW Inside Sales Team.
Requirements
  • Channel management experience with a strong background in vendor environments.
  • Channel sales management experience in vendor environments.
  • Program Management or BU Management experience or close work in channel programs projects.
  • Working knowledge and experience selling technology solutions to mid-market and SMB customers.
  • 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 investment (ROI).
  • Confirmed experience influencing senior level partner executives.
  • Strong presentation and leadership skills and the ability to describe market transitions and develop and lead virtual sales teams.
  • Proven ability to communicate effectively and professionally (verbal and written) with customers and collaborate with a variety of organizations.
  • Strong time management, organizational, and negotiation skills.
  • Professional IT Sales and business development experience.
About Us

Palo Alto Networks is a trailblazer in the cybersecurity industry, committed to providing innovative solutions to protect our digital way of life. We're a company built on the foundation of challenging and disrupting the status quo, and we're looking for innovators who share our passion for shaping the future of cybersecurity.

We're 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.

Palo Alto Networks is an equal opportunity employer, celebrating diversity in our workplace and committed to providing a fair and inclusive environment for all employees.

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