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Federal Business Distribution Manager

Palo Alto Networks Inc.

Plano, TX 75023

Expired Job

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Palo Alto Networks is the fastest-growing security company in history. We offer the chance to be part of an important mission: ending breaches and protecting our way of digital life. If you are a motivated, intelligent, creative, and hardworking individual, then this job is for you!

At Palo Alto Networks, channel development is an extension of the territory sales team; the ultimate goal is to train and enable our channel partners to become more self-sufficient and gain leverage for the Palo Alto Networks brand. The Distribution Account Manager activities will center on relationship management in order to achieve measurable results such as increased bookings, market share and penetration within each distributor sales team, their executive team, and their partner base.

Responsibilities include:

Channel Development -

  • Directly manage Public Sector distribution partners with whom you will conduct quarterly business planning and maintain weekly metrics around execution and performance. Partner attainment against the joint-goals will become a key measurement of success.

  • Assist distribution partners in building programs to support Partner Development, Enablement, Awareness focusing on Development and Distribution Managed partner base these are partners that are NOT directly touched by our Regional Channel Manager team. Develop programs to onboard, ensure compliance, and ramp revenue.

  • Travel quarterly to additional distribution partner facilities or Palo Alto Networks locations within the Americas for events, engagement, and business planning.

Channel Marketing and Demand Generation -

  • Work with field sales, corporate and partners directly to ensure that our partner portal is equipped with the right content to enable partner sales, sales engineers and management be informed and successful at delivering the value proposition of our solution

  • Collaborate with Field Marketing to manage the MDF process including budget allocation, resources, & logistics to ensure success for any partner related demand generation activity.

Channel Account Management -

  • Business plan creation and delivery quarterly. Weekly reporting on attainment versus goals.

  • Metric tracking and reporting based on PID, PDD, Sales and SE certification, NFR, AVR creation, portal activity.

  • Track deal registrations, pipeline build, & forecast for all "unmanaged" partners.

  • Act as the evangelist for this distribution partner within the Americas sales leadership to ensure alignment and engagement within both inside and outside sales.

  • Manage and support daily quoting actives and needs at each Distribution Partner.


  • 5-10 years of progressive distribution management experience within the enterprise network security industry or complimentary tech industry

  • Direct sales experience a plus

  • S. Degree, MBA preferred

Learn more about Palo Alto Networks here and check out our fast facts

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