Distribution Business Manager

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August 19

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Palo Alto Networks

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Cybersecurity • Enterprise • AI

Palo Alto Networks is a leading cybersecurity company that offers a comprehensive suite of products and services designed to protect networks, cloud environments, and enterprise operations from cyber threats. The company's offerings include advanced threat prevention, network security, cloud security, IoT security, endpoint protection, and managed detection and response services. With a strong emphasis on AI-driven security operations and zero trust architectures, Palo Alto Networks is recognized as a leader in enterprise firewall solutions and other areas of cybersecurity across numerous sectors worldwide. The company provides expertise in threat intelligence, incident response, and proactive assessment to help organizations secure their infrastructure and data. Their solutions cater to a variety of industries, including financial services, healthcare, manufacturing, and the public sector. Palo Alto Networks is committed to advancing cybersecurity with AI-powered precision to ensure comprehensive protection and efficient threat response.

10,000+ employees

Founded 2005

🔒 Cybersecurity

🏢 Enterprise

💰 $10M Series C on 2008-11

📋 Description

• 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 quarter’s 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 distributor’s 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

🎯 Requirements

• 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

🏖️ Benefits

• FLEXBenefits wellbeing spending account with over 1,000 eligible items selected by employees • mental and financial health resources • personalized learning opportunities