National Channel Business Manager

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.

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.

As the National Channel Business Manager for WWT/Softchoice, you will be responsible for overseeing and driving our engagement and execution for the Public Sector.. You will focus on strategic relationship management to achieve measurable results in revenue growth, market share, and overall depth within the partner's business. Success in this role involves creating and executing joint business plans, sales motions, and campaigns to build a long-term, outcome-driven partnership where everyone wins.

• Develop and execute a channel strategy to support a mix of sales segments in the territory.
• Manage WWT/Softchoice to maximize growth opportunities.
• Drive growth of our Public Sector Business with WWT/Softchoice by aligning with channel, sales and technical teams to execute joint business plans and scale opportunities
• Cultivate partner relationships to ensure they are well-positioned to deliver successful customer implementations.
• Diagnosing root causes using data analysis and direct partner engagement, co-developing focused engagement strategies aligned with high-growth opportunities, introducing repeatable campaigns (such as 47-Day Readiness and SPARK), and leveraging install-base data for targeted account-based campaigns
• Design a compelling value proposition that inspires partners to promote our solutions.
• Provide clear and consistent communication with dedicated partners to build strong partnerships.
• Lead regular business performance and relationship reviews with senior management and stakeholders.
• Build and maintain activity performance reports and dashboards to track results.

• 5+ years of experience in channel management supporting mixed sales segment territories.
• Background in Channel Sales for Public Sector (Federal or SLED)
• Understanding of channel operating models.
• Knowledge of sales, marketing, and solution development.
• Consistent track record of leading complex sales situations through negotiation and conflict resolution.
• Proven track record of exceeding performance objectives.

• Strong initiative and creative thinking.
• Experience working with WWT or Softchoice in a national channel capacity.
• Excellent presentation, written, and overall communication skills.
• Demonstrated ability to interface comfortably with stakeholders from senior leaders to individual contributors.
• Ability to perform effectively in a virtual team environment.
• Strong negotiation and conflict resolution skills.

The compensation…