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 You will centre your role on relationship management to achieve measurable results in increased revenue, market share, and depth within the Softcat sales teams. Your success in this role will span the creation and execution of a unique business plan. You’ll be measured primarily on the joint business executed with Softcat across UK&I. You’ll be working within all levels of the partner organisation and will possess a commitment that focuses on the long-term, outcome-based strategy and results. Key Responsibilities Develop and execute a business plan driving all aspects of the partner relationship to maximise growth opportunities and ensure the partner is well-positioned to deliver successful customer implementations and recommendations Proactively drive pipeline generation and cultivate a strong sales-minded orientation across all partner motions Design a compelling value proposition that inspires the partner to promote our solutions, with the ability to motivate the partner from reactive to strategic alignment Create services based on our emerging and established technologies, increasing revenue growth and partner mindshare Provide clear and consistent communication across the region with your dedicated partners to build strong partnerships throughout your assignment Operate in a highly matrixed set-up and seamlessly direct and influence virtual teams Lead regular business performance and relationship reviews with senior management and various stakeholders Build and maintain the activity of performance reports and activity dashboards Qualifications Experience in Channel Management and or Business Development roles within the enterprise software ecosystem and/or cyber security industry Proven track record in Ecosystem Business Management, with specific experience working with Softcat is highly preferred Strong background in the cyber security domain is an extra asset Proven track record of revenue attainment and service creation with Ecosystem partners Understanding of the Channel operating models 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 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. Please use this form to provide us with information that will help direct your request and find your data in all of our systems