5+ years of experience in channel management for mixed sales segments.
Background in Channel Sales specifically for the Public Sector (Federal or SLED).
Understanding of channel operating models essential for strategic execution.
Knowledge of sales, marketing, and solution development processes.
Proven ability to lead complex sales negotiations and resolve conflicts.
Demonstrated success in exceeding performance objectives.
Responsibilities
Develop and execute a channel strategy tailored to diverse sales segments.
Maximize growth opportunities for WWT/Softchoice in the Public Sector.
Align with channel, sales, and technical teams to implement joint business plans.
Cultivate strong partner relationships for successful customer implementations.
Analyze data and partner feedback to create targeted engagement strategies.
Design compelling value propositions to motivate partner promotion of solutions.
Communicate consistently with partners to strengthen relationships.
Lead performance reviews with senior management and stakeholders.
Benefits
Comprehensive employee benefits package.
Opportunities for professional development and growth.
Access to performance-based bonuses and stock options.
Flexible work environment, including virtual team collaboration.
Full Job Description
Job Summary
As the National Channel Business Manager for WWT/Softchoice, you will be responsible for overseeing and driving our engagement and execution for the Public Sector.. You will focus on strategic relationship management to achieve measurable results in revenue growth, market share, and overall depth within the partner's business. Success in this role involves creating and executing joint business plans, sales motions, and campaigns to build a long-term, outcome-driven partnership where everyone wins.
Key Responsibilities
Develop and execute a channel strategy to support a mix of sales segments in the territory.
Manage WWT/Softchoice to maximize growth opportunities.
Drive growth of our Public Sector Business with WWT/Softchoice by aligning with channel, sales and technical teams to execute joint business plans and scale opportunities
Cultivate partner relationships to ensure they are well-positioned to deliver successful customer implementations.
Diagnosing root causes using data analysis and direct partner engagement, co-developing focused engagement strategies aligned with high-growth opportunities, introducing repeatable campaigns (such as 47-Day Readiness and SPARK), and leveraging install-base data for targeted account-based campaigns
Design a compelling value proposition that inspires partners to promote our solutions.
Provide clear and consistent communication with dedicated partners to build strong partnerships.
Lead regular business performance and relationship reviews with senior management and stakeholders.
Build and maintain activity performance reports and dashboards to track results.
Qualifications
5+ years of experience in channel management supporting mixed sales segment territories.
Background in Channel Sales for Public Sector (Federal or SLED)
Understanding of channel operating models.
Knowledge of sales, marketing, and solution development.
Consistent track record of leading complex sales situations through negotiation and conflict resolution.
Proven track record of exceeding performance objectives.
Preferred Qualifications
Strong initiative and creative thinking.
Experience working with WWT or Softchoice in a national channel capacity.
Excellent presentation, written, and overall communication skills.
Demonstrated ability to interface comfortably with stakeholders from senior leaders to individual contributors.
Ability to perform effectively in a virtual team environment.
Strong negotiation and conflict resolution skills.
Compensation Disclosure
The 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.
$232,000.00 - $319,000.00/yr
About Palo Alto Networks
Palo Alto Networks, Inc. is an American multinational cybersecurity company with headquarters in Santa Clara, California. Its core products are a platform that includes advanced firewalls and cloud-based offerings that extend those firewalls to cover other aspects of security. The company serves over 70,000 organizations in over 150 countries, including 85 of the Fortune 100. It is home to the Unit 42 threat research team and hosts the Ignite cybersecurity conference.
