Distribution Business Manager, Anz

6 months ago

Sydney, Australia Palo Alto Networks Full time

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.

Our vision is a world where each day is safer and more secure than the one before. 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.

**Our Approach to Work**

We lead with flexibility and choice in all of our people programs. We have disrupted the traditional view that all employees have the same needs and wants. We offer personalization and offer our employees the opportunity to choose what works best for them as often as possible - from your wellbeing support to your growth and development, and beyond

**Job Description**:
**Your Career**

The Distribution Business Manager will drive our entire Sales & Channels engagement with distributors across the entire NextWave partner ecosystem. You will be responsible for working with national distributors to build annual business plans 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 based on Palo Alto Networks global, theater, and regional priorities and strategies. You will manage the overall relationship with the Palo Alto Networks distributor. You will also be responsible for the overall business execution and performance management with the distributor.

**Your Impact**
- Creating Key Performance Indicators(KPI’s) with the Distributor to drive overall business
- Create in conjunction with both Marketing teams incentives and program to deliver growth in the SMB and Commercial segments
- Manage education and enablement for the distributor(s)
- Create key metrics on delivery of enablement from Distribution to Distribution managed partners
- Scheduling, preparing and leading recurring Business Review meetings (QBRs) three times per year with cross-functional audience Sales Management, Marketing, Services, Channel SE team, and optional attendees from Regional, Theatre, and WW management
- Lead fortnightly or monthly call update with distributors to cover relevant new company information or content provided in the previous month - Ensure company content, programs, and update proper “land” within the distributor and share calls-to-action for distributors with said updates
- Increasing distributor’s quoting utilization - Provide adequate training - Monitor and share quote utilization statistics with internal teams on a monthly basis
- Responsible for semi-annual NextWave Program Compliance efforts for Distribution Managed Partners, including working with the distributor on plans to address gaps in Partner requirements and to make a decision on up-leveling, downgrading, or managing partner off-boarding or level up
- Work closely with the Renewals team and distributors in order to improve renewals process efficiency, refresh and upsell /cross sell opportunities and improve customer retention
- Responsible for building and monitoring plans with distributors to drive attendance to Palo Alto Networks global, regional, and local events
- F2F presentation to distributors to share product updates, business opportunities, share best practices
- Facilitate cadence of “Peering” between local management teams
- Facilitate local Sales team engagement with Distribution sales teams and vendor teams
- Each distributor is invited to make a presentation to the PANW Sales organization during a weekly Sales meeting at least 1 time per quarter

Distribution Operations Management
- Manage (solve or escalate) all critical issues related to day-to-day order processing and any other related issues that may come up
- Be on site 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
- Ensure pipeline management and Pipeline reviews are conducted every 2 weeks for month 1 and weekly for the remainder of the quarter
- Ensure distributors are dedicatedly reviewing their pipeline to ready their systems and accounts for processing orders with no errors
- Work actively with Distributor, Channel Manager, and Sales Manager to manage logistics and coordination of large, multi-site / multi-theatre Global Projects
- Manage the Distribution Rebates by setting targets and defining KPI’s - provide regular Rebate updates - this should include QTD against target funnel and in Quarter pipeline report
- Manage all processes and documentation related to Distribution Development Funds (DDF) and Co-Funded Heads (Where applicable)

Distribution Sales Management
- Keep a close view of the open Pipeline on a weekly basis - Use FunnelSource or Clari to understand which deals are coming in each week/month/quarter and work dedicatedly wit

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