Distribution Business Manager

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Job description

Job Description

Your Career

A Distribution Business Manager (DBM) drives our entire Sales & Channel engagement with distributors across Palo Alto Networks's 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 year-end. Specifically defining the evolution of distributors' businesses, headcount, investments, and go-to-market 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 cross-functional 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 quarter's 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 calls-to-action for distributors with said updates

Increase the distributor's quoting utilization. Provide adequate training. Monitor and share quoting utilization statistics with distributors monthly.

Responsible for semi-annual 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 up-leveling, downgrading, or off-boarding 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 face-to-face 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 day-to-day 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 Co-Funded 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 net-new 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

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