Channel Business Manager Sled East

Palo Alto Networks Inc. New York City , NY 10008

Posted 7 months ago

SLED East Channel Business Manager Role (CBM)

Objective: Increase the productivity of the SLED Channel in the East SLED region. Own the SLED Channel and collaborate with peers for select Regional and National partners to drive the growth in SLED aligned to the East SLED RVP's sales objectives and strategy.


  • Establish strategic alignment between sales and channel

  • Serve as part of the SLED executive leadership, aligned to the East SLED RVP and the respective DSMs and other SLED stakeholders to become the trusted channel advisor

  • Jointly define the reseller partner GTM plan and objectives to maximize reach and efficiency and assure execution

  • Collaborate in the roadmap and design of SLED programs and marketing kits for consumption by the Channel

  • Define the reseller financial proposition in SLED and train field resources on best practices to inspire field relationships

  • Rationalize the SLED Channel to isolate the key strategic Regional Partners per SLED Region including Nationals.

  • Collaborate with RVPs/DSMs to ID key partners.

  • Set Regional / District / program focus / bookings goals for each

  • Build contract alignment and contract ROI

  • Develop compliant partner incentives (add value without back end rebates and spiff's)

  • Channel enablement

  • Build and execute SLED Partner Business Plans while collaborating with National CBMs and Regional CBMs to incorporate SLED objectives/goals in overall partner Business Plans where needed.

  • Consistently drive SLED priorities and programs into key partners at the executive level gain more lift/productivity

  • Increase consumption / adoption of our use cases and sales plays

  • Leverage appropriate communications vehicles such SLED Insights and a SLED Newsletter to inform and inspire action

  • Establish SLED roadshows and Demand Days locally

  • Leverage Distribution for scale with SLED Innovator partners.

  • Strategic Channel Recruitment

  • Collaborate with RVPs/DSMs to ID additional strategic partners (inclusive of tech alliance, consultants, nontraditional partners) to recruit.

  • Use Distribution BI/MI to ID prospective partners and action Distribution to recruit/vet.

  • Align onboarding actions and partner development with preferred Distributor

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Channel Business Manager Sled East

Palo Alto Networks Inc.