Channel Business Manager- SI/GSI India & SAARC - India Open

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.

Who We Are

We take our mission of protecting the digital way of life seriously. We are relentless in protecting our customers and we believe that the unique ideas of every member of our team contributes to our collective success. Our values were crowdsourced by employees and are brought to life through each of us everyday - from disruptive innovation and collaboration, to execution. From showing up for each other with integrity to creating an environment where we all feel included.  

As a member of our team, you will be shaping the future of cybersecurity. We work fast, value ongoing learning, and we respect each employee as a unique individual. Knowing we all have different needs, our development and personal wellbeing programs are designed to give you choice in how you are supported. This includes our FLEXBenefits wellbeing spending account with over 1,000 eligible items selected by employees, our mental and financial health resources, and our personalized learning opportunities - just to name a few! 

Your Career

The Channel Business Manager will work closely with the local Palo Alto Networks teams  in his/her country or region to develop SI/GSI partners to sell & deliver Palo Alto Network solutions . The objectives of the role will need the candidate to drive strategic influence, build joint solutions and execute joint GTM plans by collaborating with various functions within Palo Alto Networks.

The role will focus on delivering measurable results including increased revenue, market share and mindshare with the partner sales, customers and partner management. The role will report to the head of channels for the region.

Your Impact

• Own executive relationships in the partner organizations to drive investments & focus for PANW so that we are the cybersecurity partner of choice
• Jointly develop & execute annual business plans with partners that includes sales, technical & services outcomes.
• Drive growth of the PANW products and services with the partners with an entrepreneurial zeal 
• Socialize & Leverage Nextwave partner program for partner alignment with PANW businesses
• Conduct periodic reviews to ensure outcomes 
• Collaborate with sales, products , solutions & marketing functions to achieve outcomes with the partners
• Periodically update the India leadership team on partner biz progress, state of the market and competitive strategies that can impact the partners
• Operate with high degree of trust, ownership and integrity

Your Experience

• 12+ years of dynamic channel development experience around Global System Integrators & Regional System Integrators
• Ability to call high in partner  ( C-level ) organizations & influence mindshare & investments into PANW biz
• Experience and deep understanding of the service provider market, trends , technologies & success factors
• Experience with engaging with MSSPs, including building out service offerings and running MSSP GTMs
• A good technical foundation with strong collaboration capabilities to leverage cross functional teams deliver results
• Tangible track record of building channel business successfully in a fast-growing environment
• Excellent verbal and written communications skills to deliver presentations, build business plans
• A strong understanding of the sales process and Business Needs of the partners
• High energy with the capability to multi-task in a dynamic, rapidly growing organization
• Traveling within the region is required
• Structured - Focused - Business minded - Able to prioritize - A-player - Standout colleague
• Willing to be part of an ambitious, successful, fast growing company, offering unique and disruptive technology that addresses the security business needs of a fast-growing customer and prospect base
• Possess strong negotiation & conflict resolution skills

The Team

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

Our Commitment

We’re problem solvers that 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.

Covid-19 Vaccination Information for Palo Alto Networks Jobs

• Vaccine requirements and disclosure obligations vary by country.
• Unless applicable law requires otherwise, you must be vaccinated for COVID or qualify for a reasonable accommodation if:
  • The job requires accessing a company worksite
  • The job requires in-person customer contact and the customer has implemented such requirements
  • You choose to access a Palo Alto Networks worksite
• If you have questions about the vaccine requirements of this particular position based on your location or job requirements, please inquire with the recruiter.