Manager, Channel Sales

Palo Alto Networks
Santa Clara, CA
30+ days ago
Palo Alto Networks
Palo Alto Networks

Job Description

Company Description

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.

We have the vision of a world where each day is safer and more secure than the one before. These aren’t easy goals to accomplish – but we’re not here for easy. We’re here for better. 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.

We’re changing the nature of work. Palo Alto Networks is evolving to meet the needs of our employees now and in the future through FLEXWORK, our approach to how we work. From benefits to learning, location to leadership, we’ve rethought and recreated every aspect of the employee experience at Palo Alto Networks. And because it FLEXes around each individual employee based on their individual choices, employees are empowered to push boundaries and help us all evolve, together.

Job Description

Your Career

We are looking to hire an experienced enterprise channel/partnerships sales leader in the Americas Channel Organization. This team is responsible for building a bias towards Palo Alto Networks within our larger National Partners, leading a team of partner managers in North America. The ideal candidate will have strong experience leading channel sales or partnerships teams with a proven track record of executing against business plans to deliver against goals/quota. This person will be responsible for driving the strategy with large partners in North America. Candidates should have a demonstrated ability to think strategically and analytically about business, the solution, and technical challenges, with the ability to build and convey compelling value propositions, and work cross-functionally to increase partner bias towards Palo Alto Networks. We are looking for candidates that are creative, aggressive and looking to expand and advance their regional partners as measured by the impact on client and business messaging volume growth in North America.

Your Impact

  • Ability to lead a team of Channel Business Managers to build and execute business plans focused on high growth solutions

  • Provide world-class relationship development and thought leadership across large partners to increase revenue and drive incremental business opportunities

  • Work with Palo Alto Networks Leadership, Partner teams, and Marketing teams to identify key growth segments, build a strategic plan, and enablement model

  • While leading a team, this role is part of the Americas team and thinking as an Americas leader is required. Collaboration with cross functional groups is critical to success

Working with the partners, you need to define tailored value propositions and create detailed go-to-market plans that strengthen our value proposition to the marketplace while providing new revenue opportunities with our partners


Your Experience

  • 10+ years experience of tech channel partnerships/sales successfully implementing channel strategy to drive dramatically increased sales

  • Proven business leader with experience driving influence and build relationships with decision makers across all levels of partner and prospect organizations

  • Highly effective relationship/partner development skills

  • Experience formulating a partnership vision, strategy, and execution plan

  • Track record of driving enterprise sales via channel partners (partner handles selling motion)

  • Proven experience of exceeding channels sales or direct sales quotas

  • Proven analytical skills to determine which programs work and insight to build on that experience

Additional Information

Our Commitment

We’re trailblazers that dream big, 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 [email protected]

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.

Disclosure required by sb19-085 (8-5-20) of the minimum compensation (includes on-target earnings = base + on target incentives for sales roles) for this role to be located in the state of Colorado. If hired in Colorado, this position starts at $211,800/yr. Depending on the position offered, restricted stock units and incentive or bonus pay may be provided as part of this compensation package. Additional benefits may be found here.


Not sure if you qualify?

Uvaro is here to help you land great jobs like this one.

Upgrade your skills

Other Jobs


5+ years of experience in technology compliance, account management, customer experience, QA, technical writing, or obtaining regulatory approvals for new…

Kitchener, ON / Remote

Building and maintaining close relationships with clients and partners. Bachelor’s degree or recognized equivalency or achievement of recognized professional…

Kitchener, ON / Remote

Experience coaching other professionals in a formal capacity is a bonus. Professional history as an adult learning instructor or teacher is an asset (2+ years…

Waterloo, ON / Remote