Director, Channel Sales

Your Career

We are looking to hire an experienced channel/partnerships sales leader to manage the Ecosystems Channel Business Managers across sales segments.  This team is responsible for building a bias towards Palo Alto Networks within our partner ecosystem, leading a team of Channel Business Managers. The ideal candidate will have strong experience leading channel partnerships teams with a proven track record of executing against business plans to deliver against goals/quota. Candidates should have a demonstrated ability to think strategically and analytically about business, the solution, and technical challenges, with the ability to build and convey compelling value propositions, and work cross-functionally to increase partner bias towards Palo Alto Networks. We are looking for candidates that are creative, aggressive, and effective.

Your Impact

• Ability to lead a team of Channel Business Managers to build and execute business plans focused on high growth solutions
• Provide world-class relationship development and thought leadership across Ecosystems partners to increase revenue and drive incremental business opportunities
• Work with Palo Alto Networks Leadership teams (Enterprise, Commercial, SLED, Majors & Strategic), Partner teams, and Marketing teams to identify key growth segments, build a strategic plan, and enablement model
• While leading a team, this role is part of the Americas team and thinking as an Americas leader is required. Collaboration with cross functional groups is critical to success
• Working with the partners, you need to define tailored value propositions and create detailed go-to-market plans that strengthen our value proposition to the marketplace while providing new revenue opportunities with our partners

Your Experience

• 10+ years experience of tech channel partnerships/sales successfully implementing channel strategy to drive dramatically increased sales
• Proven business leader with experience driving influence and build relationships with decision makers across all levels of partner and prospect organizations
• Highly effective relationship/partner development skills
• Experience formulating a partnership vision, strategy, and execution plan
• Track record of driving enterprise sales via channel partners (partner handles selling motion)
• Proven experience of exceeding channels sales or direct sales quotas
• Proven analytical skills to determine which programs work and insight to build on that experience

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.

Compensation Disclosure

The compensation offered for this position will depend on qualifications, experience, and work location. For candidates who receive an offer at the posted level, the starting base salary (for non-sales roles) or base salary + commission target (for sales/commissioned roles) is expected to be between $356000 - $415000/YR. The offered compensation may also include restricted stock units and a bonus. A description of our employee benefits may be found here.

Our Commitment

We’re problem solvers that 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.