Full-Time Distribution Business Manager

• Scheduling, preparing and leading recurring Business Review meetings (QBRs) three times per year with cross-functional audience Sales Management, Marketing, Services, Channel SE team, and optional attendees from Regional, Theatre, and WW management.
• Meet with Distributors in the first two weeks of the quarter to update the annual business plan with the previous quarter’s results and set targets, objectives, and activities for the new quarter
• Lead monthly call update distributor to cover relevant new company information or content provided in the previous month. Ensure company content, programs, and update proper “land” within the distributor and share calls-to-action for distributors with said updates
• Increasing distributor’s CPQ quoting utilization. Provide adequate training. Monitor and share CPQ utilization statistics with distributors on a monthly basis.
• Responsible for semi-annual NextWave Program Compliance efforts for Distribution Managed Partners.
• Work closely with the Renewals team and distributors in order to improve renewals process efficiency and to improve key Renewal business KPIs.
• Responsible for building and monitoring plans with distributors to drive attendance to important Palo Alto Networks global, regional, and local events
• F2F presentation to distributors at the start of each quarter for product updates, business opportunities, best practices from other distributors in other regions
• Responsible for forwarding pertinent company and industry emails to distributors.
• Facilitate cadence of “Peering” between local management teams
• Facilitate local Sales team engagement with Distribution

• Distribution or channel management experience
• Channel sales management experience in vendor environments
• Program Management or BU Management or close work in channel programs projects
• Working knowledge and experience selling technology solutions to mid-market and SMB customers
• Ability to develop complex partner and territory plans and strategies
• Skilled in developing business plans, contributing to strategic plans, and for devising reporting to track business Key Performance Indicators (KPI) and return on investment (ROI)
• Confirmed experience influencing senior level partner executives
• Strong presentation and leadership skills
• Proven ability to communicate effectively and professionally (verbal and written) with customers and collaborate with a variety of organizations.
• Strong time management, organizational, and negotiation skills
• Professional IT Sales and business development experience
• An effective oral and written communicator - clear and concise

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