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)
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
Palo Alto Networks Inc.