Channel Business Manager - Dell

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.

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.

• Drive results working with Regional Channel Business Managers, Channel SEs, partner personnel, and ancillary stakeholders to drive growth as we scale the Dell-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 Dell Alliances, Sales, and Technical teams, and being able to build trust between Palo Alto Networks and those teams at Dell 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 Dell, leading teams, experience building Dell services and OEM offerings, building out a partnership at a portfolio company, and with experience driving metrics‑based performance at Dell.
• 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.

• 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
• Excell…