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About the Role
As the National Channel Business Manager for WWT/Softchoice, you will oversee and drive engagement and execution for the Public Sector. You will focus on strategic relationship management to achieve measurable results in revenue growth, market share, and overall depth within the partner's business. Success involves creating and executing joint business plans, sales motions, and campaigns to build a long-term, outcome-driven partnership.
Responsibilities
- Develop and execute a channel strategy to support a mix of sales segments in the territory.
- Manage WWT/Softchoice to maximize growth opportunities.
- Drive growth of our Public Sector Business with WWT/Softchoice by aligning with channel, sales and technical teams to execute joint business plans and scale opportunities.
- Cultivate partner relationships to ensure they are well-positioned to deliver successful customer implementations.
- Diagnose root causes using data analysis and direct partner engagement, co-develop focused engagement strategies aligned with high-growth opportunities, introduce repeatable campaigns, and leverage install-base data for targeted account-based campaigns.
- Design a compelling value proposition that inspires partners to promote our solutions.
- Provide clear and consistent communication with dedicated partners to build strong partnerships.
- Lead regular business performance and relationship reviews with senior management and stakeholders.
- Build and maintain activity performance reports and dashboards to track results.
Requirements
- 5+ years of experience in channel management supporting mixed sales segment territories.
- Background in Channel Sales for Public Sector (Federal or SLED).
- Understanding of channel operating models.
- Knowledge of sales, marketing, and solution development.
- Consistent track record of leading complex sales situations through negotiation and conflict resolution.
- Proven track record of exceeding performance objectives.
- Strong initiative and creative thinking.
- Experience working with WWT or Softchoice in a national channel capacity.
- Excellent presentation, written, and overall communication skills.
- Demonstrated ability to interface comfortably with stakeholders from senior leaders to individual contributors.
- Ability to perform effectively in a virtual team environment.
- Strong negotiation and conflict resolution skills.
- This role may require travel to and from Palo Alto Networks, Inc. business meetings and events and requires reliable transportation to do so.
- If a hire chooses to drive in connection with company business, the hire for this role must maintain a valid driver’s license.
Location
- Remote
Work Type
- Remote
- Hybrid
Salary/Compensations
- $232,000.00 - $319,000.00/yr
Benefits
- Restricted stock units
- Bonus
About the Company
- 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.
- We are trailblazers that dream big, take risks, and challenge cybersecurity’s status quo.
- We weave AI into the fabric of everything we do and use it to augment the impact every individual can have.
- We are committed to providing reasonable accommodations for all qualified individuals with a disability.
Equal Opportunity
- 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.