Channel Business Manager
Role Overview
In order to be the cybersecurity partner of choice, we must trailblaze the path and shape the future of our industry. This is something our employees work at each day and is defined by our values: Disruption, Collaboration, Execution, Integrity, and Inclusion. We weave AI into the fabric of everything we do and use it to augment the impact every individual can have. If you are passionate about solving real-world problems and ideating beside the best and the brightest, we invite you to join us!
This role is remote, but distance is no barrier to impact. Our hybrid teams collaborate across geographies to solve big problems, stay close to our customers, and grow together. You will be part of a culture that values trust, accountability, and shared success where your work truly matters.
Job Summary
You will centre your role on relationship management to achieve measurable results in increased revenue, market share, and depth within the Softcat sales teams. Your success in this role will span the creation and execution of a unique business plan. You’ll be measured primarily on the joint business executed with Softcat across UK&I. You’ll be working within all levels of the partner organisation and will possess a commitment that focuses on the long-term, outcome-based strategy and results.
Key Responsibilities
Develop and execute a business plan driving all aspects of the partner relationship to maximise growth opportunities and ensure the partner is well-positioned to deliver successful customer implementations and recommendations
Proactively drive pipeline generation and cultivate a strong sales-minded orientation across all partner motions
Design a compelling value proposition that inspires the partner to promote our solutions, with the ability to motivate the partner from reactive to strategic alignment
Create services based on our emerging and established technologies, increasing revenue growth and partner mindshare
Provide clear and consistent communication across the region with your dedicated partners to build strong partnerships throughout your assignment
Operate in a highly matrixed set-up and seamlessly direct and influence virtual teams
Lead regular business performance and relationship reviews with senior management and various stakeholders
Build and maintain the activity of performance reports and activity dashboards
Key Skills for This Role
Full Job Posting
Who We Are
In order to be the cybersecurity partner of choice, we must trailblaze the path and shape the future of our industry. This is something our employees work at each day and is defined by our values: Disruption, Collaboration, Execution, Integrity, and Inclusion. We weave AI into the fabric of everything we do and use it to augment the impact every individual can have. If you are passionate about solving real-world problems and ideating beside the best and the brightest, we invite you to join us!
This role is remote, but distance is no barrier to impact. Our hybrid teams collaborate across geographies to solve big problems, stay close to our customers, and grow together. You will be part of a culture that values trust, accountability, and shared success where your work truly matters.
Job Summary
You will centre your role on relationship management to achieve measurable results in increased revenue, market share, and depth within the Softcat sales teams. Your success in this role will span the creation and execution of a unique business plan. You’ll be measured primarily on the joint business executed with Softcat across UK&I. You’ll be working within all levels of the partner organisation and will possess a commitment that focuses on the long-term, outcome-based strategy and results.
Key Responsibilities
Develop and execute a business plan driving all aspects of the partner relationship to maximise growth opportunities and ensure the partner is well-positioned to deliver successful customer implementations and recommendations
Proactively drive pipeline generation and cultivate a strong sales-minded orientation across all partner motions
Design a compelling value proposition that inspires the partner to promote our solutions, with the ability to motivate the partner from reactive to strategic alignment
Create services based on our emerging and established technologies, increasing revenue growth and partner mindshare
Provide clear and consistent communication across the region with your dedicated partners to build strong partnerships throughout your assignment
Operate in a highly matrixed set-up and seamlessly direct and influence virtual teams
Lead regular business performance and relationship reviews with senior management and various stakeholders
Build and maintain the activity of performance reports and activity dashboards
Qualifications
- Experience in Channel Management and or Business Development roles within the enterprise software ecosystem and/or cyber security industry
- Proven track record in Ecosystem Business Management, with specific experience working with Softcat is highly preferred
- Strong background in the cyber security domain is an extra asset
- Proven track record of revenue attainment and service creation with Ecosystem partners
- Understanding of the Channel operating models
- 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
- 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 [email protected].
- 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.
- Is role eligible for Immigration Sponsorship? No. Please note that we will not sponsor applicants for work visas for this position.
Preferred Qualifications
- Proven track record in Ecosystem Business Management, with specific experience working with Softcat is highly preferred
Responsibilities
- Develop and execute a business plan driving all aspects of the partner relationship to maximise growth opportunities and ensure the partner is well-positioned to deliver successful customer implementations and recommendations
- Proactively drive pipeline generation and cultivate a strong sales-minded orientation across all partner motions
- Design a compelling value proposition that inspires the partner to promote our solutions, with the ability to motivate the partner from reactive to strategic alignment
- Create services based on our emerging and established technologies, increasing revenue growth and partner mindshare
- Provide clear and consistent communication across the region with your dedicated partners to build strong partnerships throughout your assignment
- Operate in a highly matrixed set-up and seamlessly direct and influence virtual teams
- Lead regular business performance and relationship reviews with senior management and various stakeholders
- Build and maintain the activity of performance reports and activity dashboards
About Palo Alto Networks
Palo Alto Networks is a cybersecurity company. It develops platforms and services that help organizations protect networks, cloud environments, endpoints and security operations, and it also provides threat intelligence and incident response services.
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