Distribution Business Manager - Africa at Palo Alto Networks (Remote)

At Palo Alto Networks® everything starts and ends with our mission: protecting our digital way of life. It’s inspired by our vision: a world where each day is safer and more secure than the one before. These aren’t simple statements. They won’t be easy either – but we’re not here for easy. We’re here for better. As a company with a foundation in challenging the way things are done, we’re looking for innovators who are as committed to shaping the nature of cybersecurity as we are.

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.

We are recruiting to fill the position below:

Job Title: Distribution Business Manager

Location: Lagos, Nigeria
Job type: Full-time
Department: Sales/Sales Operations

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 Africa 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.

Responsibilities
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 quarter’s 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 distributor’s 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.

Application Closing Date
Not Specified.

How to Apply
Interested and qualified candidates should:
Click here to apply online