Distribution Business Manager Jobs

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.

Disruption is at the core of our technology and on our way of work to meet the needs of our employees now and in the future through FLEXWORK, our approach to how we work. We’re changing the nature of 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.

Your Career

The Canadian Distribution Business Manager will drive our entire Sales & Channel engagement with distributors across the entire NextWave partner ecosystem in Canada. You are responsible for working with large national 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 in each year based on the Palo Alto Networks’ Canadian priorities and strategies. You will also be responsible for the overall business execution and performance management with the distributors and their distribution managed partners in Canada.

Your Impact

• Coordinate efforts and drive alignment between Distributors and PANW Inside Sales Team; proactively schedule sales activities onsite between Inside Sales and Distributors
• Give a F2F presentation to distributors as needed for product updates, business opportunities, and best practices from other regions
• Each distributor is invited to make a presentation to PANW Sales organization during a weekly Sales meeting (at least 1 per quarter)
• Meet with Distributors regularly to update the annual business plan based on ongoing results and realign targets, objectives, and activities as needed.
• Facilitating cadence of “Peering” between local management teams
• Facilitating local Sales team engagement with Distribution
• Lead regular calls with distributors to cover relevant new company information or content. 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 and low touch sales. Provide adequate training. Monitor and share quoting utilization statistics with distributors on at least a monthly basis
• Responsible for scheduling, preparing, and leading recurring Business Review meetings (QBRs) at least three times per year with a cross-functional audience including Sales Management, Channel Management, Marketing, Services, SE team, and extended functional members supporting Canada.
• Keep a close view of the open Pipeline on a weekly basis. 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
• Handle (solve or escalate) all escalations related to day-to-day order processing and Distributor Credit situations
• Responsible for semi-annual NextWave Program Compliance efforts for Distribution Managed Partners, including working with distributors on plans to address gaps in Partner requirements and to make the decision on up-leveling, downgrading, or off-boarding Partners
• 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 orders
• Building and monitoring plans with distributors to drive attendance to important Palo Alto Networks national, regional, and local events
• Ensure distributors are proactively reviewing their pipeline to ready their systems and account for processing orders with available credit and no minor mistakes
• Work closely with the Renewals team and distributors in order to improve renewals process efficiency and to improve key Renewal business KPIs
• Provide necessary data and reports to distributors to set plan targets and execute KPIs
• Lead weekly forecast call with each local distributor to review weekly/monthly/quarterly
• Regularly share important SFDC reports with Distributors
• Building a growth plan and associated goals for our distribution-led partners in Canada in collaboration with sales and channel leadership.

Qualifications

Qualifications / Your Experience

• Strong time management, organizational, and negotiation skills
• 5 – 7 years of distribution or channel management experience
• Professional IT Sales and business development experience
• Proven experience influencing senior-level partner executives
• 2 – 3 years of channel sales management experience in vendor environments,
• Skilled in developing business plans, contributing to strategic plans, and for devising reporting to track business Key Performance Indicators (KPI) and return on investments (ROI)
• Ability to develop complex partner and territory plans and strategies
• Strong public speaking skills
• Proven ability to communicate effectively and professionally (verbal and written) with customers and interface with a variety of organizations. - Clear and concise
• 2 – 3 years of Program Management or BU Management or close work in channel programs projects
• Working knowledge and experience selling technology solutions
• Strong leadership skills with the ability to develop and manage virtual sales teams
• Strong presentation skills and the ability to describe market transitions

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.

Palo Alto Networks is evolving and changing the nature of work 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.

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.

Please note that we will not sponsor applicants for work visas for this position.