Distribution Business Manager
Distribution Business Manager
Posted on :
20-12-2024
Employer Active
1 Vacancy
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Job Description
Your Career
A Distribution Business Manager (DBM) drives our entire Sales & Channel engagement with distributors across Palo Alto Networkss NextWave partner ecosystem. As a DBM for Public Sector you are responsible for owning the GTM relationship with 1 or 2 large Public Sector distributors to build an annual business plan within 30 days of the close of each fiscal yearend. Specifically defining the evolution of distributors businesses headcount investments and gotomarket strategies each year based on Palo Alto Networks global theater and regional priorities and strategies. You are also responsible for the overall business execution and performance management with the distributor(s). Furthermore you will augment the Public Sector needs of all distributors collaborating with the associated primary DBMs.
Your Impact
- Provide necessary data and reports to distributors to set plan targets and KPIs
- Responsible for scheduling preparing and leading recurring Business Review meetings (QBRs) at least three times per year with crossfunctional audience Sales Management Marketing Services Channel SE team and optional attendees from Regional Theatre and WW management including executive QBRs
- Meet with Distributors to update the annual business plan with the previous quarters results and set targets objectives and activities for a new quarter and frequently convene to assess ongoing trajectory of the business and adjust activities as needed to drive better results
- Responsible for establishing senior executive relationships and leveraging your rapport with distributors executives to influence investments in and positive outcomes for Palo Alto Networks
- Lead monthly updates with the distributor(s) 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 callstoaction for distributors with said updates
- Increase the distributors quoting utilization Provide adequate training Monitor and share quoting utilization statistics with distributors monthly
- Responsible for semiannual NextWave Program Compliance efforts for Distribution Managed Partners including working with the distributor(s) on plans to address gaps in Partner requirements and to make the decision on upleveling downgrading or offboarding these Partners
- Work closely with the Renewals team and distributors to improve renewals process efficiency and to improve key Renewal business KPIs
- Building and monitoring plans with distributors to drive attendance to important Palo Alto Networks global regional and local events
- Give facetoface presentations to distributors at the start of each quarter for product updates business opportunities best practices from other distributors in other regions
- Facilitating cadence of Peering between local management teams
- Facilitating local Sales team engagement with Distribution
- Each distributor is invited to make a presentation to PANW Sales organization during a weekly Sales meeting at least 1 time per quarter
- Handle (solve or escalate) all escalations related to daytoday order processing and Distributor Credit situations
- Be onsite (when able) at a local distributor at each end of month / EOQ and participate actively in the War Room virtual environment at EOM/EOQ to ensure flawless execution of all Commit orders
- Ensure distributors are proactively reviewing their pipeline to ready their systems and account for processing orders with available credit and no minor mistakes
- Manage the Distribution Rebates by setting targets and defining MBOs provide regular Rebate updates this should include QTD against target funnel and in Quarter pipeline report
- Manage all processes and documentation related to Distribution Development Funds (DDF)
- Manage all processes and documentation related to Distribution CoFunded Heads
- Manage open Pipeline weekly Use Clari to understand which deals are coming in each week/month/quarter and work proactively with distributors to ensure all orders are closed and processed by their committed Close Date
- Lead weekly forecast call with each local distributor to review weekly/monthly/quarterly
- Work with distributors and Marketing Manager to have all Marketing plans and Distribution Development Plans (DDF) submitted as per the timeline and process
- Work with Distributors on marketing plans that drive netnew account acquisition and install base expansion
- Attend local sales and marketing events hosted by Distributors and Distribution Managed Partners
- Work with Distributors and Channel/Product Market to develop land and monitor Channel Sales incentives and promotions for Distributors and Distribution Managed Partners
- Coordinate efforts and drive alignment between Distributors and PANW Inside Sales Team proactively schedule sales activities onsite between Inside Sales and Distributors
- Regularly share important SFDC reports with Distributors
Qualifications :
Your Experience
- 5 years of distribution or channel management experience
- 2 years of channel sales management experience in vendor environments
- 2 years of Program Management or BU Management or close work in channel programs
- Working knowledge and experience selling technology solutions
- Proven experience influencing seniorlevel partner executives
- Ability to develop complex partner and territory plans and strategies
- Skilled in developing business plans contributing to strategic plans and devising reporting to track business Key Performance Indicators (KPI) and return on investments (ROI)
- Strong presentation skills and the ability to describe market transitions
- Proven ability to communicate effectively and professionally (verbal and written) with customers and interface with a variety of organizations. Clear and concise
- 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
Remote Work :
No
Employment Type :
Fulltime
Employment Type
Full-time
Key Skills
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