Company Description
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.
We have the vision of a world where each day is safer and more secure than the one before.
These aren't easy goals to accomplish - but we're not here for easy.
We're here for better.
We are a company built on the foundation of challenging and disrupting the way things are done, and we're looking for innovators who are as committed to shaping the future of cybersecurity as we are.
Disruption is at the core of our technology and on our way of work to meet the needs of our employees now and in the future through FLEXWORK, our approach to how we work.
We're changing the nature of work from benefits to learning, location to leadership, and we've rethought and recreated every aspect of the employee experience at Palo Alto Networks.
And because it FLEXes around each individual employee based on their individual choices, employees are empowered to push boundaries and help us all evolve, together.
Job Description
Your Career
The Distribution Business Manager will drive our entire Sales & Channels engagement with Distributor across entire NextWave Partner Ecosystem Program.
You will be responsible for working with large national distributors to build an annual business plan within 30 days of the close of each fiscal year-end.
Specifically defining the evolution of distributors' businesses, headcount, investments, and go-to-market strategies in each year based on Palo Alto Networks global, theatre, and regional priorities and strategies.
You will manage the overall relationship with a large Palo Alto Networks distributor.
Your Impact
- Scheduling, preparing and leading recurring Business Review meetings (QBRs) three times per year with cross-functional audience Sales Management, Marketing, Services, Channel SE team, and optional attendees from Regional, Theatre, and WW management.
- Meet with Distributors in the first two weeks of the quarter to update the annual business plan with the previous quarter's results and set targets, objectives, and activities for the new quarter.
- Lead monthly call updates with distributors to cover relevant new company information or content provided in the previous month.
Ensure company content, programs, and updates properly "land" within the distributor and share calls-to-action for distributors with said updates.
- Increase distributor's CPQ quoting utilization and provide adequate training.
Monitor and share CPQ utilization statistics with distributors on a monthly basis.
- Responsible for semi-annual NextWave Program Compliance efforts for Distribution Managed Partners, including working with the distributor on plans to address gaps in Partner requirements and to make decisions on up-leveling, downgrading, or off-boarding these Partners.
- Work closely with the Renewals team and distributors in order to improve renewals process efficiency and to improve key Renewal business KPIs.
- Responsible for building and monitoring plans with distributors to drive attendance to important Palo Alto Networks global, regional, and local events.
- F2F presentation to distributors at the start of each quarter for product updates, business opportunities, and best practices from other distributors in other regions.
- Facilitate cadence of "Peering" between local management teams.
- Facilitate local Sales team engagement with Distribution.
Each distributor is invited to make a presentation to the PANW Sales organization during a weekly Sales meeting at least 1 time per quarter.
Distribution Operations Management
- Handle (solve or escalate) all critical issues related to day-to-day order processing and Distributor Credit Situations.
- Be on-site 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 dedicatedly reviewing their pipeline to ready their systems and accounts for processing orders with available credit and no minor mistakes.
- Work actively with Distributor, Channel Manager, and Sales Manager to logistics and coordination of large, multi-site / multi-theatre Global Projects.
- 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) and Co-Funded Heads.
Distribution Sales Management
- Keep a close view of the open Pipeline on a weekly basis.
Use FunnelSource or Clari to understand which deals are coming in each week/month/quarter and work dedicatedly with distributors to ensure all orders are closed and processed by their commit.
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