Channel Business Manager-Cortex India & SAARC

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!

At Palo Alto Networks, we believe in the power of collaboration and value in-person interactions. This is why our employees generally work from the office three days per week, leaving two days for choice and flexibility to work where you feel most effective. This setup fosters casual conversations, problem-solving, and trusted relationships. While details may evolve, our goal is to create an environment where innovation thrives, with office-based teams coming together three days a week to collaborate and thrive, together!

Your Career

The Channel Business Manager will, at the same time, be part of an international team of channel managers, and will work closely with the local Palo Alto Networks sales team in his/her country or region. The goal is to develop our channel partners to become more self-sufficient, more committed and more dedicated to working with our Palo Alto Networks’ sales teams. The role will focus on delivering measurable results including increased revenue, market share and mind share with the partner sales, customers and partner management

Your Impact

• Agree on a small set of Cortex Focus Partners in the region from our GSI, Service Provider and NextWave Partner community with key Palo Alto Networks regional stakeholders
• Build a strategic Cortex business plan with each one of the Cortex Focus partners in-conjunction with the the relevant PAN Channel Business Managers and Channel Engineers
• Educate Cortex Focus Partners on service opportunities and assist the partner with service creation facilitating the engagement with the appropriate internally
• Conduct regular quarterly business reviews to ensure the plan is on track and adjust where appropriate
• Meet regularly with key stakeholders from Palo Alto Networks Channel, Sales and Technical communities to ensure continuous communication of programmes, partner update and best practices
• Focus on enablement & relationships for limited # of partners & new recruits
• Management and creation of technical enablement plan for channel partners alongside a Cortex Channel SE
• Owns, monitors, reports on, and drives technical enablement activities for assigned partner base
• Work within and contribute to the channel business plan that will drive for a sufficiently large channel landscape that can support the growth ambitions of the company
• Hold regular business planning sessions within channels
• Establish Palo Alto Networks, Inc. as the standard and build contractual vehicles and achievements to measure success
• Develop and present a QBR outlining your program capture, achievements, and sales execution
• Set and measure strong but reachable goals with channels
• Balance short term initiatives with longer-term development
• Enable channel sales and pre-sales people to become successful with Palo Alto Networks
• Take initiatives to build a channel community of committed and knowledgeable channel sales
• Work together with other functional managers within the country (sales, pre-sales, marketing and inside sales)
• Be able to demonstrate a track record of success in developing Channel partners

Your Experience

• 10+ years of dynamic channel development experience around GSIs, Service Providers and traditional endpoint partners in India
• Experience and deep understanding of Sec Ops environments
• Experience with engaging with MSSPs, including building out service offerings and running MSSP GTMs
• A good technical foundation (with a previous technical background preferred) 
• Tangible track record of building channel business successfully in a fast-growing environment
• Key relationships built at named partners and large systems integrators is a requirement
• Excellent verbal and written communications skills - presentation, customer, business and negotiation skills
• A strong understanding of the sales process and Business Needs of the named partners
• High energy with the capability to multitask in a dynamic, rapidly growing organization
• Traveling within the region is required
• Higher education or university degree or equivalent military experience 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

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 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.

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.

Is role eligible for Immigration Sponsorship? No. Please note that we will not sponsor applicants for work visas for this position.

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.