Senior Manager Sales OPS & Transformation Lead (Channel)

Your Career

We are seeking an experienced Senior Manager Sales Ops & Transformation Lead to drive the strategy and delivery of high-impact programs focused on improving Process & Tools capabilities for our Sellers and Channel Partners . This is a critical leadership role that sits at the intersection of long-term business strategy scalable process architecture and technology enablement with the mandate to deliver significant enhancements in operational efficiency quoting accuracy and the end-to-end lead-to-cash process.

This role will directly manage a strategic portfolio of cross-functional CPQ integration initiatives spanning Sales Finance Legal and IT. Success requires a deep partnership with executive business leaders product management and technical teams to define and realize the future state of our quoting systems.

The ideal candidate has demonstrated leadership in process design large-scale system transformation and defining requirements with a proven ability to assess below the line and above the line organizational impacts. You must be comfortable leading through high ambiguity expertly influencing without direct authority across organizational silos and making robust data-driven decisions. Exceptional cross-functional collaboration and executive presence are non-negotiable for success.

Your Impact

A. Strategic Architecture & Planning

• Deconstruct and architect solutions for complex business challenges related to CPQ (e.g. quoting efficiency order accuracy integration complexities between CSP and PANW) with a long-term scalable view.

• Define and structure complex cross-functional workstreams to solve end-to-end CPQ business problems moving beyond mere technology implementation.

• Proactively identify and manage critical interdependencies and risks across Sales Marketing Channel Customer Success Finance Legal and IT.

• Establish business outcome-driven milestones and lead indicator KPIs (e.g. quoting cycle time reduction order processing accuracy revenue recognition efficiency) that clearly measure value delivery.

• Assess and mitigate end-user (e.g. seller deal desk finance) impact and institutionalization requirements globally.

B. Execution & Advanced Program Leadership

• Translate high-level strategic CPQ integration objectives into detailed iterative execution roadmaps and effectively drive the underlying technical and process sprint plans.

• Proactively eliminate critical blockers and navigate organizational resistance through structured problem-solving and executive-level engagement across business operations and IT.

• Communicate crisply and strategically to executive stakeholders via status updates Steering Committees and formal presentations ensuring alignment and decisiveness.

• Expertly influence stakeholders across all functions and levelsbuilding trust and driving accountability across all program contributors.

C. Institutionalization & Enterprise Change Management

• Own the holistic view of change implications across global field teams and internal functions impacted by CPQ integration.

• Directly partner with Sales Enablement Field Communications and Operations to design and implement impactful rollout and capability-building plans that ensure adoption.

• Mandate and embed robust change management strategies including comprehensive process documentation training structures and enduring support mechanisms.

D. Value Realization & Continuous Improvement

• Establish governance with Operations and Analytics to rigorously track success metrics and measure financial realization post-implementation.

• Formalize a continuous feedback loop with field users and process owners to drive iteration and ensure future program phases deliver increasing value.

Qualifications :

Your Experience 

• 8 years in partner operations channel operations or related business operations roles preferably within a SaaS or high-growth tech company

• Proven success managing partner incentive programs compensation frameworks or operational policy implementation across partner ecosystems (resellers distributors GSIs MSSPs and CSPs)

• Hands-on experience with Salesforce (CPQ PRM) and inventive management platforms like Varicent. Experience with cloud marketplace private offers is a strong plus.

• Advanced skills in Excel/Google sheets (pivot tables vlookups visual storytelling) and Powerpoint/Google Slides

• Demonstrated ability to identify operational gaps define scalable solutions and drive cross-functional alignment to implement them

• Deep understanding of governance compliance requirements and audit controls related to partner compensation and incentives.

• Strong business acumen and judgment analytical and problem-solving skills and ability to structure solutions to complex problems

• Strong communication collaboration and leadership skills and the ability to effectively partner with all levels of management

• Self-starter highly motivated with insatiable curiosity to learn about and influence the business

• Works well within a matrixed environment with ability to manage simultaneous projects with multiple stakeholders and tight deadlines

Additional Information :

The Team

Palo Alto Networks has brought technology to market that is reshaping the cybersecurity threat and protection landscape. Our ability to protect digital transactions is limited only by our ability to establish relationships with our potential customers to help them understand how our products can secure their environment. This is where our sales operation teams come in. 

Our Sales Operation Team members support our sales account managers and systems engineers to assist in large organizations migrations to more cybersecurity. Sales operations work behind the scenes to make sure that our sales relationships run smoothly enabling and empowering the teams across the world. As part of our sales operations you support the sales team by providing research reports and craft and support systems and processes that enable the process of sales. You are committed to your teams success and enjoy pitching in to assist when it comes to solutions selling learning and development. Its a true partnership one built on building the best cybersecurity solutions for each individual client.

Compensation Disclosure

The 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/commissioned roles) is expected to be between $145000 - $213000/YR. The offered compensation may also include restricted stock units and a bonus. A description of our employee benefits may be found here.

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.

Is role eligible for Immigration Sponsorship No. Please note that we will not sponsor applicants for work visas for this position.

Remote Work :

No

Employment Type :

Full-time