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About the Role

This role is centered on relationship management to achieve measurable results in increased revenue, market share, and depth working with IBM. Your success will span the creation and execution of unique business plans with IBM in each region, measured primarily on the joint business executed and sold with IBM. You will work within all levels of partner organizations, focusing on developing long-term partnerships based on an "outcome where everybody wins" strategy.

Responsibilities

Develop and execute channel strategy to support territory geo supporting mix of sales segments.
Management of IBM relationship with key regions in North America.
Territory plan driving key sales initiatives to support business goals.
Partner relationship to maximize growth opportunities and ensuring IBM is well-positioned to deliver successful customer implementations and recommendations.
Work well in a matrixed team environment to ensure partner and customer satisfaction.
Design a compelling value proposition that inspires partners to promote our solutions.
Provide clear and consistent communication across the region with IBM and Palo Alto to build strong partnerships.
Lead regular business performance and relationship reviews with senior management and various stakeholders.
Build and maintain the activity of performance reports and activity dashboards.
Develop and maintain leadership relationships in respective regions for both IBM and Palo Alto.

Requirements

5+ years of experience in channel management supporting the mixed sales segment territories.
Understanding of channel operating models.
Knowledge of sales, marketing, and solution development.
Demonstrate strong initiative and ability to think creatively with excellent presentation, written, and overall communication skills.
Consistent track record of leading complex sales situations through negotiation and conflict resolution.
Forecasting and follow through skills.
Ability to cultivate lasting relationships.
Motor-Vehicle Requirement: 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.

Skills

Channel management
Sales
Marketing
Solution development
Presentation skills
Written communication skills
Overall communication skills
Negotiation
Conflict resolution
Forecasting
Relationship building

Location

Remote

Work Type

Remote
Hybrid

Experience Level

5+ years

Salary/Compensations

$272,000.00 - $374,000.00/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.
In order to be the cybersecurity partner of choice, we must trailblaze the path and shape the future of our industry.
We weave AI into the fabric of everything we do and use it to augment the impact every individual can have.
We are 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.

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.
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 accommodations@paloaltonetworks.com.