Channel Business Manager

Sales Cincinnati, Ohio Indianapolis, Indiana Detroit, Michigan


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

In this role, 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 extraordinary 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 dedication that focusses developing partnerships based on a long term, “outcome where everybody wins” strategy.

Your Impact

  • Directly manage Palo Alto Networks partners with whom you will conduct bi-annual business planning
  • Partner attainment against the joint-goals will become a key measurement of success
  • Manage, administer, deliver and or build certification training for partner sales and partner systems engineers
  • The ability for partners to successfully lead an evaluation process and post-sales engagement is critical for sales alignment
  • Engage with key partners in combination with field sales to establish extended services partners
  • Administer the delivery and certification of authorized training, professional services and front-line support programs
  • Work with field sales, corporate and partners directly to ensure that our partner portal is equipped with the right content to enable partner sales, sales engineers and management be informed and successful at delivering our value proposition
  • Collaborate with Field Marketing to handle the MDF process including budget allocation, resources, & logistics to ensure success for any partner related demand generation activity
  • Business plan creation and delivery; field sales will participate to agree upon joint-goals with each partner
  • Business plans will be completed for each focus partner
  • Metric tracking and reporting based on PID, PDD, Sales and SE certification, NFR, AVR creation, portal activity
  • Oversee the registration, pipeline build, & forecast for all partner deals within the territory; and, directly own the sales process with partners for all deals less than $30K

Your Experience

  • BS. Degree, MBA preferred
  • 5-10 years of dynamic channel management experience within the enterprise network security industry
  • Direct sales experience a plus

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 demonstrate 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.

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

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.