Distribution Business Manager
Distribution Business Manager
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1 Vacancy
Job Description
Your Career
As a Distribution Business Manager (DBM) at Palo Alto Networks you will drive our entire Sales & Channel engagement with distributors across the NextWave partner ecosystem across the CEE region. You will own the overall GTM relationship defining the evolution of distributors businesses headcount investments and go-to-market strategies each year based on regional priorities. Your role includes overall business execution and performance management with the distributor augmenting the Enterprise & Commercial Segment needs with your DBM peers and associated sales segment leads.
Your Impact
- Provide necessary data and reports to distributors to set plan targets and KPIs.
- Schedule prepare and lead recurring Business Review meetings (QBRs) at least three times per year with cross-functional audience
- Meet with Distributors to update the annual business plan with previous quarters results and set targets for the new quarter
- Establish senior executive relationships and leverage rapport with distributors executives to influence investments
- Lead monthly updates with the distributor(s) to cover relevant new company information
- Increase the distributors quoting utilization and provide adequate training
- Manage semi-annual NextWave Program Compliance efforts for Distribution Managed Partners
- Work closely with the Renewals team and distributors to improve renewals process efficiency
- Build and monitor plans with distributors to drive attendance to important events
- Give face-to-face presentations to distributors at the start of each quarter
- Facilitate cadence of Peering between local management teams
- Handle escalations related to day-to-day order processing and Distributor Credit situations
- Be onsite at a local distributor at each end of month / EOQ
- Manage the Distribution Rebates by setting targets and defining MBOs
- Manage all processes and documentation related to Distribution Development Funds (DDF)
- Lead weekly forecast call with each local distributor
Qualifications :
Your Experience
- 5 7 years of distribution or channel management experience
- 2 3 years of channel sales management experience in vendor environments
- Working knowledge and experience selling technology solutions
- Proven experience influencing senior-level partner executives
- Ability to develop complex partner and territory plans and strategies
- Strong presentation skills and the ability to describe market transitions
- Proven ability to communicate effectively and professionally
- Strong leadership skills with the ability to develop and manage virtual sales teams
- Strong time management organizational and negotiation skills
- Professional IT Sales and business development experience
- Strong public speaking skills
Additional Information :
The Team
The channel organization at Palo Alto Networks is a strategic pillar for our continued growth within cybersecurity and a critical component to accomplishing our mission. Channel development is an extension of the territory sales team with the ultimate goal to train and enable our channel partners to become empowered in the use and sales of our products.
Our Commitment
Were problem solvers that take risks and challenge cybersecuritys status quo. Its simple: we cant accomplish our mission without diverse teams innovating together.
We are committed to providing reasonable accommodations for all qualified individuals with a disability. If you require assistance or accommodation due to a disability or special need please contact us at .
Palo Alto Networks is an equal opportunity employer. We celebrate diversity in our workplace and all qualified applicants will receive consideration for employment without regard to age ancestry color family or medical care leave gender identity or expression genetic information marital status medical condition national origin physical or mental disability political affiliation protected veteran status race religion sex (including pregnancy) sexual orientation or other legally protected characteristics.
All your information will be kept confidential according to EEO guidelines.
Remote Work :
Yes
Employment Type :
Full-time
Employment Type
Remote
Company Industry
Key Skills
- AS400
- Lean
- Management Experience
- Maximo
- Warehouse Management
- Warehouse Experience
- Warehouse Distribution Experience
- Warehouse Management System
- Copywriting
- Leadership Experience
- Supervising Experience
- Logistics
