Channel Business Manager

Our Mission

At Palo Alto Networks®, we’re united by a shared mission—to protect our digital way of life. We thrive at the intersection of innovation and impact, solving real-world problems with cutting-edge technology and bold thinking. Here, everyone has a voice, and every idea counts. If you’re ready to do the most meaningful work of your career alongside people who are just as passionate as you are, you’re in the right place.

In order to be the cybersecurity partner of choice, we must trailblaze the path and shape the future of our industry. This is something our employees work at each day and is defined by our values:
Disruption, Collaboration, Execution, Integrity, and Inclusion. We weave AI into the fabric of everything we do and use it to augment the impact every individual can have. If you are passionate about solving real-world problems and ideating beside the best and the brightest, we invite you to join us!

This role is remote, but distance is no barrier to impact. Our hybrid teams collaborate across geographies to solve big problems, stay close to our customers, and grow together. You will be part of a culture that values trust, accountability, and shared success where your work truly matters.

You will center your role on relationship management to achieve measurable results in increased revenue, market share, and depth within each partner sales team. Your success in this role will span the creation and execution of unique business plans with each potential. This segment is channel reliant sales motion and will require focus on specific channel plays. You’ll be measured primarily on the joint business executed with each partner.

You’ll be working within all levels of partner organizations and possess a commitment that focuses on developing partnerships based on the long term, “outcome where everybody wins” strategy.

• Develop and execute channel strategy to support territory geo and a mix of sales segments.
• Manage a strategic group of partners.
• Create territory plans driving all aspects of key sales initiatives to support business goals.
• Build partner relationships to maximize growth opportunities and ensure partners are well-positioned to deliver successful customer implementations and recommendations.
• Work well in a team environment to ensure partner and customer satisfaction.
• Design a compelling value proposition that inspires partners to promote our solutions.
• Provide clear and consistent communication across the region with your dedicated partners to build strong partnerships throughout your assignment.
• Lead regular business performance and relationship reviews with senior management and various stakeholders.
• Build and maintain activity reports and dashboards for performance tracking.

• Five to seven years experience in channel management supporting the mixed sales segment territories.
• Understanding of channel operating models.
• Knowledge of sales, marketing, and solution development.
• Strong initiative and ability to think creatively with excellent presentation, written, and overall communication skills.
• Consistent track record of leading complex sales situations through negotiation and conflict resolution.

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.

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 the annual range listed below. The offered compensation may also include restricted stock units and a bonus.

A description of our employee benefits may be found here ().

$ - $/yr

We are committed to providing reasonable…