Channel Business Manager GSI APAC

Sales Singapore, Singapore


Description

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.

We have the vision of a world where each day is safer and more secure than the one before. These aren’t easy goals to accomplish – but we’re not here for easy. We’re here for better. 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.

Your Career

Being a Channel Business Manager, your activities will center on relationship management to achieve measurable results in increased revenue, market share, and depth within each partner sales team. Your success in this role will span the creation and execution of unique business plans with each potential. You’ll be measured primarily on the joint business executed with each partner. You’ll be working within all levels of large partner organizations and possess a commitment that focusses developing partnerships based on the long term, “outcome where everybody wins” strategy.

Your Impact

  • Understand and identify cross functions and Management and executive Team’s ability to influence vendor selection and investment strategy
  • Create strong trusted advisor status with partners key stakeholders and influencers
  • Analysis of their Return on Working Capital and clearly articulate Return on Investment to enable learned discussions on increased profitability and technology adoption
  • Understand partners competitive landscape, create and execute business value plan to show cost saving and improved profitability and gross margin
  • Create and train differentiated technical value propositions for partners vertical geographical and functional units
  • Develop clear sales value propositions, differentiation and strengths you'll need
  • Define their addressable market and quantify the share of that market and position Palo Alto Networks solutions to gain market share
  • Evaluation of Sales skills and capabilities, are they focused on retaining, developing or acquiring business (RAD framework)
  • Evaluation of Technology skills and capabilities, can they introduce new products to open new market sectors
  • Create creative value differentiated offerings into their portfolio
  • Continual awareness of percentage of company revenue from the portfolio
  • Understand partners compensation structure and articulate rewards of overachievement for both the team and the individual when positioning the company’s product
  • Align with Global channel team for consistent and common GTM with global partners
  • Drive adoption of Managed and hosted security offerings aligned to their GTM

Planning and Sales Analysis

  • Agree and create strategic plans that address all functional areas of their business; to include SMART* objectives for Sales, Marketing and Services
  • Undertake QBR, regular business reviews and six-monthly executive board meetings with your Partners to ensure successful completion of objectives as outlined within the strategic plan and approve financial investment to drive key initiatives and outcomes
  • Review sales data to understand trends and propose appropriate strategies to increase revenue and margin attainment; the focus should be on product blend (revenue/units), number of deal registrations per month/quarter, the percentage of sales with partner-led, service attach rates and an average discount to end customer
  • Weekly review and presentation of key deals/pipeline/ funnel management that supports the forecast
  • Create Services and MSSP strategy with each partner
  • Provide architecture design for solution adoption
  • Provide thought leadership for the partner security practice
  • Detailed reporting and maintenance of salesforce.com
  • Conduct EBC relevant to demonstrate new technologies and business value benefits

Influence Behavior

  • Encourage and lobby the SI sales force to execute upon the agreed business plan to achieve forecasted financial targets:
  • Together with the partner management regularly confirm all members of their team are aware and working towards the agreed objectives of the plan
  • Identification and relationship building with top performing Sales employees, the goal is to focus their attention on positioning the company’s solutions over any alternative offering
  • Influence Security assessment process and outcomes with Palo Alto Networks Technology
  • Train sales and technical teams to competently upsell/cross-sell company’s solutions including possible integration with alliance platforms and business units
  • Accountable for the High Touch Account Mapping and Engagement between Palo Alto Networks and the Partner, review feedback between both teams on a regular basis
  • Drive regular customer demonstrations and evaluate win ratio against blind pricing opportunities
  • Ability to demonstrate the company’s money pull through ratio is highly desirable

Communications

  • Provide regular updates on the company’s Primary Initiatives, Promotions, and Pricing that may help in the execution of the plan. These should also be highlighted at every QBR
  • Review the adoption rate of Promotions and seek feedback from Partner on success and how they could be improved to increase the effectiveness
  • Responsible for the partner being certified and having a clear program via company education to maintain/improve both sales and technical competence
  • Liaise with Channel Marketing to understand partners Joint Marketing Funds (JMF) and how they will be utilized to deliver agreed business objectives
  • Responsible for Partner having a clear understanding of the company’s product and services roadmap and effectively introduce new solutions into their portfolio
  • Partner and company CBM to have a detailed understanding of Palo Alto Networks complete product and services portfolio
  • Partner and company CBM to have a detailed understanding of the offerings provided by the company’s competitors and can articulate our competitive advantage
  • CBM to have accountability for all engagement between the company and the Partner; to include Sales, Marketing, Services, Finance, Engineering, and Regional Executive Management
  • Training and positioning of the company’s Total Cost of Ownership (TCO) and Return on Investment (ROI) tools should occur on a regular basis

Your Experience

  • Education to degree level in business or similar discipline
  • Minimum 5 years of sales experience in a hi-tech environment focusing on services
  • Minimum 3 years in indirect sales with proven experience in channel management with System Integrators and or one tier Value Added Partners across multiple countries including a track record of service creation
  • Proven sales campaign management abilities. Experience of using and implementing structured sales techniques spanning the entire sales cycle i.e. identification and qualification of opportunities, business development, order fulfillment, and ongoing account management
  • Understanding of Gross Margin and Margin Blend and be able to conduct CxO conversations
  • Demonstrable track record of campaign delivery. The ability to use a wide range of skills (listening, questioning, qualifying, gaining commitment, negotiating, summarizing, closing, etc.) in order to achieve targets
  • Results oriented with a proven ability to deliver against stretch targets
  • Maturity to display natural team leadership as well as team player skills
  • Articulate verbally and in writing
  • Excellent Presentation Skills with the ability to influence at senior levels within a Partner organization
  • Commercially astute, with the ability to promote and sell the company offer on a conceptual basis and through highlighting business benefit as well as product features

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 a goal to train and enable our channel partners to become empowered in the use and sales of our products. This team amplifies our organization’s products, focusing on efficient, empowering business tactics to enable a group of channel partners to leverage and utilize our brand and products. This team drives educational understanding and depth of knowledge in a group of strong partners that delivers our products into multiple industries.

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. To learn more about our dedication to inclusion and innovation, visit our Life at Palo Alto Networks page and our diversity website.

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.

Additionally, we are committed to providing reasonable accommodations for all qualified individuals with a disability. If you require assistance or an accommodation due to a disability or special need, please contact us at accommodations@paloaltonetworks.com.