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Being the cybersecurity partner of choice, protecting our digital way of life.
Your Impact
Strategic vision and roadmap to evolve distribution sales model to meet evolving company needs
Design whitespace and install base sales campaign with distributors, aligned at field-level
Distribution Sales, Program, Marketing, and Partner Enablement Performance Management
Internal alignment with and advocacy to Sales/SE, Renewals, and Marketing organizations
Set annual and quarterly goals and KPIs for distribution business plans and sales campaigns
Build sales plans to drive accelerated growth and channel productivity in the Commercial accounts
Align with marketing and field sales to the channel organization and partner ecosystem and will engage regularly to build distribution marketing and demand generation plans with the Distribution and Channel Programs Manager
Act as a liaison to Marketing and Product Management on product portfolio needs, competitive intelligence / attack programs, and promotional/incentive strategies required in order for Palo Alto Networks to be successful in the Commercial market segment
Manage the sales performance of key distributors through quarterly and annual sales planning, forecasting and reporting for whitespace (new customer), install base expansion, product refresh, and renewal sales
Work in close collaboration with the Channel Renewals Manager in order to establish a performance management cadence with the distributors and Distribution Managers on Renewals business and to continually improve processes related to our two-tier Renewals business
Work closely with Renewals team and distributors in order to improve renewals process efficiency and to improve key Renewal business KPIs
Develop a plan for effective hand-off and follow-up of Marketing generated Pre-Qualified Leads for accounts in the Commercial space - Build rules and process to have the channel take responsibility for these PQLs and maximize their return through closed business
Develop or provide input on sales training plans for the distribution team, for the distributors, and for the channel partners
Responsible for accelerating a channel sales strategy through the distributors, and primarily through their distribution managed partners, to address the commercial market business across the theater
Align with cross-functional teams (i.e. Field Marketing) to achieve performant channel marketing and demand generation activities through Distribution - Set Distribution Marketing annual and quarterly priorities
Responsible for semi-annual NextWave Program Compliance efforts for Distribution Managed Partners, including working with distributor on plans to address gaps in Partner requirements and to make decision on up-leveling, downgrading, or off-boarding these Partners
Responsible for building and monitoring plans with distributors to drive attendance to important Palo Alto Networks global, regional, and local events
Plan and execute business with consistent cadence and rigor in order to optimize investments and performance of distributors
Ensure distributors are recruiting, onboarding, and enabling new partners and Development and Distribution Managed partners to meet JAPAC channel objectives and needs
Develop best practices, process and methodology to ensure maximum effectiveness of distributors across EMEA, in line with expectations of local territories and conform to global corporate guidelines
Working with Channel ops and Channel marketing develop two tier channel incentives, programs and rebates to drive over achievement of sales targets
Your Experience
Extensive Distribution leadership experience within the emerging and advanced technologies industry with extensive executive relationships across the region
Channel or Direct Sales team Management
Experience in owning a sales quota with a track record of high achievement through two tier channel
BA or BS degree, MBA preferred or equivalent military experience required
Able to think strategically and to translate into measurable actions
Skilled in developing business plans, contributing to strategic plans, and for devising reporting to track business Key Performance Indicators (KPI) and return on investments (ROI)
Proven experience influencing senior level partner executives
Strong presentation skills and ability to describe market transitions
Proven ability to communicate effectively and professionally (verbal and written) with customers and interface with a variety of organizations
Strong leadership skills with ability to develop and manage virtual sales teams
Strong time management, organizational, and negotiation skills
Global/Multi-national business experience
Ability to travel
All your information will be kept confidential according to EEO guidelines.
All your information will be kept confidential according to EEO guidelines.
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