Senior National Channel Business Manager

Our Mission

At Palo Alto Networks®, we’re united by a shared mission—to protect our digital way of life. We thrive at the intersection of innovation and impact, solving real-world problems with cutting-edge technology and bold thinking. Here, everyone has a voice, and every idea counts. If you’re ready to do the most meaningful work of your career alongside people who are just as passionate as you are, you’re in the right place.

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

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.

Our vision is a world where each day is safer and more secure than the one before. We are acompany built on the foundation of challenging and disrupting the way things are done, and we’relooking for innovators who are as committed to shaping the future of cybersecurity as we are.

Who We Are

We believe collaboration thrives in person. That’s why most of our teams work from the office full time, with flexibility when it’s needed. This model supports real-time problem-solving, stronger relationships, and the kind of precision that drives great outcomes.

Your Career

You will center your role on relationship management to achieve measurable results in increased revenue, market share, and depth within the national partner. Your success in this role will span the creation and execution of national and localized business plans and measured primarily on the joint business executed. Do you have experience of working at all levels of large strategic partner organizations, plus possess high discernment and approach to develop partnerships based on the long term, “outcome where everybody wins strategy? If so, we want you.

Palo Alto Networks National Channel organization is a strategic pillar for the

organization’s continued growth and we are looking for a dynamic leader that

thrives in a fast-paced working environment and who can play an integral role in

driving Palo Alto Networks relationships within our national partner ecosystem.

Your Impact

• Drive results working with Regional Channel Business Managers, Channel

SE’s, partner personnel, and ancillary stakeholders to drive growth as we scale

the AHEAD-Palo Alto Networks partnership.

• Develop and execute business plans & sales execution planning 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.

• Strong executive presence and relationships with AHEAD Alliances, Sales, and

Technical teams, and being able to build trust between Palo Alto Network and

those teams at AHEAD is critical to driving growth at scale with this

partnership.

• Strong technical aptitude/acumen and the ability to simplify the message to

drive platform adoption in the joint customer base.

• Extensive experience working with AHEAD, leading teams, experience

building AHEAD services offerings, building out a partnership at a portfolio

Company, And With Experience Driving Metrics-based Performance At AHEAD.

• 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

Qualifications

Your Experience

• Bachelor’s Degree or equivalent, MBA a plus
• 10+ years experience in Business Management, Channel Management, or

Business Development roles within the enterprise software ecosystem,

network security industry and/or Cloud industry

• Excellent instincts and shown ability to interface at a senior leadership to

individual contributor level with ease

• Excellent executive communication and presentation skills
• Successful track record of exceeding performance objectives
• 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

• Consistent track record of leading complex sales situations through

negotiation and conflict resolution

• Capable of performing in a virtual team environment
• Negotiation and conflict resolution skills

The Team

Our national channel team is an elite group of hand-selected individuals driving our relationship with numerous strategic partners. This focused and experienced team works directly with our partner counterparts, as well as internally and externally to run our joint business plan. This role will be critical to ensuring we execute on time and on plan. 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 solutions.

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/com-missioned roles) is expected to be the annual range listed below. The offered compensation may also include restricted stock units and a bonus. A description of our employee benefits may be found here.

$261,000.00 - $358,000.00/yr

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 veteranstatus, race, religion, sex (including pregnancy), sexual orientation, or other legally protected characteristics.

All your information will be kept confidential according to EEO guidelines.

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/com-missioned roles) is expected to be the annual range listed below. The offered compensation may also include restricted stock units and a bonus. A description of our employee benefits may be found here.

$261,000.00 - $358,500.00/yr

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.

Motor-Vehicle Requirement: This role may require travel to and from Palo Alto Networks, Inc. business meetings and events and requires reliable transportation to do so. If a hire chooses to drive in connection with company business, the hire for this role must maintain a valid driver’s license.