Distribution Business Manager

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.

A Distribution Business Manager (DBM) drives our entire Sales & Channel engagement with distributors across Palo Alto Networks’s Next Wave partner ecosystem. As a DBM for Public Sector, you are responsible for owning the overall GTM relationship with 1 or 2 large Public Sector distributors. Specifically defining the evolution of distributors’ businesses, headcount, investments, and go-to-market strategies each year based on Palo Alto Networks' theater, regional priorities, and strategies.

You are also responsible for the overall business execution and performance management with the distributor.

• Provide necessary data and reports to distributors to set plan targets and KPIs
• Responsible for scheduling, preparing, and leading recurring Business Review meetings (QBRs) at least three times per year with cross-functional audience Sales Management, Marketing, Services, Channel SE team, and optional attendees from Regional, Theatre, and WW management including executive QBRs
• Meet with Distributors to update the annual business plan with the previous quarter’s results and set targets, objectives, and activities for a new quarter and frequently convene to assess ongoing trajectory of the business and adjust activities as needed to drive better results
• Responsible for establishing senior executive relationships and leveraging your rapport with distributors’ executives to influence investments in and positive outcomes for Palo Alto Networks.
• Lead monthly updates with the distributor(s) to cover relevant new company information or content provided in the previous month. Ensure company content, programs, and update proper “land” within the distributor and share calls-to-action for distributors with said updates
• Increase the distributor’s quoting utilization. Provide adequate training. Monitor and share quoting utilization statistics with distributors monthly.
• Responsible for semi-annual Next Wave Program Compliance efforts for Distribution Managed Partners, including working with the distributor(s) on plans to address gaps in Partner requirements and to make the decision on up-leveling, downgrading, or off-boarding these Partners
• Work closely with the Renewals team and distributors to improve renewals process efficiency and to improve key Renewal business KPIs
• Building and monitoring plans with distributors to drive attendance to important Palo Alto Networks global, regional, and local events
• Give face-to-face presentations to distributors at the start of each quarter for product updates, business opportunities, best practices from other distributors in other regions
• Facilitating cadence of “Peering” between local management teams
• Facilitating local Sales team engagement with Distribution
• Each distributor is invited to make a presentation to PANW Sales organization during a weekly Sales meeting at least 1 time per quarter
• Handle (solve or escalate) all escalations related to day-to-day order processing and Distributor Credit situations
• Be onsite (when able) at a local distributor at each end of month / EOQ and participate actively in the “War Room” virtual environment at EOM/EOQ to ensure flawless execution of all Commit orders
• Ensure distributors are proactively reviewing their pipeline to ready their systems and account for processing orders with available credit and no minor mistakes
• Manage the Distribution Rebates by setting targets and defining MBOs; provide regular Rebate updates – this should include QTD against target funnel and in Quarter pipeline report
• Manage all processes and documentation related to Distribution Development Funds (DDF)
• Manage all processes and documentation related to Distribution Co-Funded Heads
• Manage open Pipeline weekly. Use Clari to understand which deals are coming in each week/month/quarter and work proactively with distributors to ensure all orders are closed and…