Channel Business Manager - Cloud Security

Sales Bangalore, Karnataka Mumbai, Maharashtra New Delhi, New Delhi


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

You will center your role 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 focuses on developing partnerships based on the long term, “outcome where everybody wins” strategy. 

Your Impact

  • Develop and execute business plans driving all aspects of the partner relationship to maximize growth opportunities and ensuring the partner is well-positioned to deliver successful customer implementations and recommendations
  • Work well in a team environment to ensure partner and customer satisfaction
  • Design a compelling value proposition that inspires partners to promote our solutions 
  • Create services based on our emerging and established technologies increasing revenue growth
  • Provide clear and consistent communication across the region with your dedicated partners to build strong partnerships throughout your assignment
  • Lead regular business performance and relationship reviews with senior management and various stakeholders 
  • Build and maintain the activity of performance reports and activity dashboards
  • Evaluation of their Management Team’s strength, as well as their Credit and Financial stability
  • Provide updates to the company’s Executives as / when necessary
  • Analysis of their Return on Working Capital to enable learned discussions on increased profitability
  • Understand if the Solution Provider has Vertical / Horizontal expertise
  • Develop clear value propositions, differentiation and core competencies
  • Define their addressable market and quantify the share of that market
  • 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
  • Continual awareness of percentage of company revenue from the portfolio
  • Understand their compensation structure and articulate rewards of over achievement for both the team and the individual when positioning the company’s product
  • Agree and create strategic plans that address all functional areas of their business; to include SMART* objectives for Sales, Marketing and Services
  • Undertake QBR and regular business reviews with your Partners to ensure successful completion of objectives as outlined within the strategic plan
  • 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, percentage of sales with partner-led, service attach rates and average discount to end customer
  • Weekly review and presentation of key deals/pipeline/funnel management that supports the forecast
  • Detailed reporting and maintenance of salesforce.com
  • Encourage/lobby the reseller sales force to execute upon the agreed business plan to achieve forecasted financial targets:
  • Together with the reseller 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
  • Train sales and technical teams to competently upsell/cross-sell company’s solutions including possible integration with alliance platforms
  • Accountable for the High Touch Account Mapping & Engagement between Palo Alto Networks and the reseller, 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 $ pull-through ratio is highly desirable
  • Provide regular updates on the company’s Primary Initiatives, Promotions, and Pricing that may help in the execution of the overall 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
  • Reseller and company CBM to have a detailed understanding of Palo alto Networks complete product and services portfolio.
  • Reseller and company CBM to have a detailed understanding of the offerings provided by the company’s competitors and have the ability to articulate our competitive advantage
  • Training and positioning of the company’s Total Cost of Ownership (TCO) and Return on Investment (ROI) tools should occur on a regular basis
  • CBM to have accountability for all engagement between the company and the reseller; to include Sales, Marketing, Services, Finance, Engineering, and Regional Executive Management
  • Develop new Partner relationships that lead to the achievement of the Regional Growth Plan
  • Work closely with the Director Channels APAC and RSD for the identification, analysis, and appointment of suitable Solution Providers that adhere to the Business Plan set out by the RSD and Channels Director
  • Criteria will include:
  • Basic understanding of the market opportunity that the new Partner will deliver on. Example: by horizontal, vertical and product
  • Ability to scope and build Business Plan to support onboarding of proposed Partner  
Your Experience
  • Minimum 5 years of sales experience in a hi-tech environment
  • Minimum 3 years in indirect sales with proven experience in channel management with System Integrators and / or Value-Added Resellers
  • Education to degree level in business or similar discipline
  • Experience managing distributors global and local
  • 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
  • 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
  • Commercially astute, with the ability to promote and sell the company offer on a conceptual basis and through highlighting business benefits as well as product features
  • Experience in Global Systems Integrator Business Management, Channel Management, or Business Development roles within the enterprise software ecosystem and/or network security industry
  • 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 with the ability to influence at senior levels within a Partner organization
  • Consistent track record of leading complex sales situations through negotiation and conflict resolution

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 accommodations@paloaltonetworks.com.

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.