Palo Alto Networks Associate Channel Business Manager - Africa in Dubai, United Arab Emirates
At Palo Alto Networks® everything starts and ends with our mission: protecting our way of life in the digital age by preventing successful cyberattacks. It’s not a small goal. It isn’t simple either, but we aren’t in this for the easy answer. As a company with a foundation in challenging the way things are done, we’re looking for innovators with a dedication to best. In return, your career will have a tangible impact – one that's working toward technology that affects every level of society.
Our mission doesn’t happen by treading softly – no, it happens by defining an industry. It means building products that haven't been thought of. It means selling products with a solutions mindset. It means supporting the infrastructure of a company that moves at an incredible speed – intentionally – to stay ahead of the world’s next cyberthreat.
The Associate Channel Business Manager (Associate CBM) establishes and maintains relationships with channel partners in a specific country. Your specific goal is to gain more commitment from partners and providing support and enablement to allow those partners to become more competent and self-sufficient in building their Palo Alto Networks business practice. You are based in the local country, split your time between being in the field and in the office, and takes direction from the Country or Regional Channel Manager.
You work dedicatedly with our Field and Inside Sales teams to drive net-new business and incremental market share. The role will focus on delivering measurable results, including increased Bookings, NextWave Partner Program compliance, and increased net-new customer acquisition through sales and marketing efforts.
Contribute to the Country channel business plan that will provide appropriate coverage and capacity to support target growth
Build a regular cadence of relationship-building, responsible for “partner peering” exercises to enable stronger partnerships
Work at a “deal level” to facilitate the Partner pipeline, provide weekly tactical support on order processing and order management, and ensure purchase orders are submitted in a timely manner according to Sales forecasts in Salesforce
Educate partners on the our NextWave Partner program and our enterprise security platform value proposition to drive growth
Leverage local Distributors to build the business with your partners in all aspects (training, enablement, marketing, sales, support, etc.)
Accept inbound and perform outbound telephone calls from/to partners and make weekly onsite visits to Partner to identify sales opportunities, enable pipeline growth, and drive partner connectivity
Work with Country leadership (Sales, SE, Marketing, Channel) to build Partner Business Plans. Ensure the right cross-functional and decision-making stakeholders at the Partner are involved in the Business Plan process and sign-off on its approval
Develop and lead Quarterly Business Reviews (QBR) with cross-functional stakeholders from both organizations to measure progress against mutual business objectives
Share and communicate partner needs to internal teams; translate Partner needs into solutions
Actively work with the Partners Inside Sales and Field Sales organizations to proactively generate leads and to have Palo Alto Networks introduced to Partners’ customers and prospects
Balance short term initiatives with longer-term development
Responsible for bringing vendor and partner sales organizations together for Account Mapping and Sales Alignment
Work with Distribution on tactical deal-level pricing strategies for Partners
University (Bachelor’s) degree or equivalent education
4-5 years of dynamic channel development experience in French-speaking Africa
1-2 years experience working in channel organizations (Distributor or Partner/System Integrator) preferred
Tangible track record of building channel business successfully in a fast-growing environment
4+ years in selling B2B, 3 years of related experience in a high-tech, fast-paced company
Strong proficiency with various software applications including Microsoft Office and Salesforce.com
Key relationships built at named Partner(s) and large systems integrators
Strong verbal and written communications skills; presentation, customer, business and negotiation skills
An understanding of the sales process and Business Needs of the named partners
High energy with the capability to multi-task in a dynamic, rapidly growing organization
Willing to be part of an ambitious, successful, fast growing company, offering unique and disruptive technology that addresses the security business needs of a fast-growing customer and prospect base
Understands the monthly sales cycle of a hardware and software business
Be naturally strategic as well as "hands-on" and able to solve daily tactical problems
Impeccable character and high ethical standards
Languages: Fluent Arabic, French, and English
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 an ultimate goal to train and enable our channel partners to become empowered in the use and sales of our products. This team amplifies our organization’s products, focusing on efficient, empowering business tactics to enable a group of channel partners to leverage and utilize our brand and products. This team drives educational understanding and depth of knowledge in a group of strong partners that delivers our products into multiple industries.
We’re trailblazers that dream big, take risks, and challenge cybersecurity’s status quo. It’s simple: we can’t accomplish our mission without diverse teams innovating, together. To learn more about our dedication to inclusion and innovation, visit our Life at Palo Alto Networks at https://www.facebook.com/LifeatPaloAltoNetworks/ page and our diversity website at https://www.paloaltonetworks.com/company/about-us/inclusion-diversity .
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.
Additionally, we are committed to providing reasonable accommodations for all qualified individuals with a disability. If you require assistance or an accommodation due to a disability or special need, please contact us at email@example.com.
EOE Protected Veterans/Disability.