Job SummaryA Distribution Business Manager (DBM) drives our entire Sales & Channel engagement with distributors across Palo Alto Networks's NextWave 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.
Your Impact
- 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 NextWave 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 processed by their committed Close Date
- Lead weekly forecast call with each local distributor to review weekly/monthly/quarterly
- Work with distributors and Marketing Manager to have all Marketing plans and Distribution Development Plans (DDF) submitted as per the timeline and process
- Work with Distributors on marketing plans that drive net-new account acquisition and install base expansion
- Attend local sales and marketing events hosted by Distributors and Distribution Managed Partners
- Work with Distributors and Channel/Product Market to develop, land, and monitor Channel Sales incentives and promotions for Distributors and Distribution Managed Partners
- Coordinate efforts and drive alignment between Distributors and PANW Inside Sales Team; proactively schedule sales activities onsite between Inside Sales and Distributors
- Regularly share important SFDC reports with Distributors
Qualifications - 5 - 7 years of distribution or channel management experience in Public Sector
- 2 - 3 years of channel sales management experience in vendor environments,
- 2 - 3 years of Program Management or BU Management or close work in channel programs
- Working knowledge and experience selling technology solutions
- Proven experience influencing senior-level partner executives
- Ability to develop complex partner and territory plans and strategies
- Skilled in developing business plans, contributing to strategic plans, and devising reporting to track business Key Performance Indicators (KPI) and return on investments (ROI)
- Strong presentation skills and the ability to describe market transitions
- Proven ability to communicate effectively and professionally (verbal and written) with customers and interface with a variety of organizations. - Clear and concise
- Strong leadership skills with the ability to develop and manage virtual sales teams
- Strong time management, organizational, and negotiation skills
- Professional IT Sales and business development experience
- Strong public speaking skills
Compensation DisclosureThe compensation offered for this position will depend on qualifications, experience, and work location. For candidates who receive an offer at the posted level, the starting base salary (for non-sales roles) or base salary + commission target (for sales/com-missioned roles) is expected to be the annual range listed below. The offered compensation may also include restricted stock units and a bonus. A description of our employee benefits may be found here.
$225,000.00 - $309,000.00/yr
