Job SummaryThe SLED Channel Business Manager (CBM) is responsible for developing and executing the channel strategy across an assigned SLED territory, driving partner engagement, pipeline growth, and revenue performance in alignment with regional sales priorities. This role serves as the primary liaison between Palo Alto Networks, its channel partners, and the field sales organization, ensuring strategic alignment, executive engagement, and coordinated go-to-market execution.
The SLED CBM is accountable for building and growing a portfolio of strategic partners by developing territory plans, leading executive business reviews, identifying whitespace opportunities, and aligning partner capabilities with key customer initiatives. Success in the role requires the ability to influence at all levels of the organization, articulate the value of the Palo Alto Networks platform, leverage data to drive business decisions, and foster strong collaboration across a highly matrixed organization. Frequent travel throughout the territory is expected to support partner engagement, joint customer meetings, strategic planning, and regional events.
Territory Coverage: New York, New Jersey, Massachusetts, Rhode Island, Vermont, New Hampshire, and Maine.
Qualifications - Bachelor's degree with 8 years of experience or Master's degree with 6 years of experience or PhD with 3 years of experience
- Proven experience in channel sales or partner management within the SLED (State, Local, and Education) sector.
- Demonstrated ability to develop and execute joint business plans with partners.
- Track record of driving revenue growth and increasing market share through partner channels.
Preferred Qualifications:
- Experience working with all levels within partner organizations.
- Strong understanding of channel-reliant sales motions.
- Excellent communication and presentation 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
