Channel Business Development Manager

2 weeks ago

Sydney, New South Wales, Australia Palo Alto Networks, Inc. Full time

About the Role

We are seeking a highly skilled Channel Business Manager to join our team at Palo Alto Networks, Inc. in Australia. As a Channel Business Manager, you will play a pivotal role in ensuring the success of our Tier 1 Partners in Australia.

Key Responsibilities

  • Develop and execute a joint growth business plan with key strategic partners to drive growth in alignment with the company's strategic objectives.
  • Create a national strategy and manage interstate engagements to cultivate relationships with select partners.
  • Establish strategic Executive alignment between PANW Executives and Partner Executives to foster a collaborative environment.
  • Serve as an integral part of the channels and alliances team, closely aligned with the regional sales leaders and other stakeholders, becoming a trusted channel advisor.
  • Collaboratively define partner GTM plans and objectives to enhance reach, efficiency, and execution.
  • Drive greater adoption of our use cases and sales strategies to increase revenue growth.
  • Organize Partner EBCs collaborating with supporting functional teams to ensure seamless execution.
  • Build and manage pipeline with strategic partners to achieve sales targets.
  • Contribute to the development of partner programs to enhance partner engagement.
  • Create Marketing events tailored for your partners' customers to increase brand awareness.
  • Define the reseller financial proposition and train field resources on best practices to foster field relationships.
  • Set regional and district focused bookings and pipeline goals for each partner to drive growth.
  • Establish strong alignment with Sales, Pre Sales, and Consultants within your partners and measure return on investment.
  • Create compliant partner incentives to motivate partners.
  • Consistently promote priorities and programs to key partners at the executive level for increased productivity.
  • Demonstrate the ability to scale with Tier 1 partners through collaboration with regional sales leaders.

About You

We are looking for a highly skilled and experienced Channel Business Manager who has:

Relevant technology work experience, including significant knowledge and experience in Tier 1 Partner Sales in Australia.Proficiency in developing Partner business plans, formulating partner strategies, and the ability to gauge success against key performance indicators and overall return on investment.Proven experience in influencing senior-level partner executives and/or partner principals.Strong leadership skills with the ability to develop and manage virtual sales teams.Exceptional communication skills, both written and oral, along with strong public presentation skills.Strong social skills, including the ability to collaborate and influence from a wide variety of sources/resources, both internal and external.Experience with Salesforce Dashboards and Reports is a plus.Experience with Google's G Suite (Drive, Docs, Sheets, and Slides) is a plus.

About Us

Palo Alto Networks is a cybersecurity company that is committed to providing innovative solutions to protect our digital way of life. 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 Commitment

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.

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.

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