Distribution Business Manager

Description:

The Distribution Business Manager will drive our entire Sales & Channels engagement with distributor across entire NextWave partner ecosystem. You will be responsible for working with large national distributors to build 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 in each year based on Palo Alto Networks global, theatre, and regional priorities and strategies. You will manage the overall relationship with a large Palo Alto Networks distributor. You will also be responsible for the overall business execution and performance management with the distributor.

Your Impact

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, including working with the distributor on plans to address gaps in Partner requirements and to make a decision on up-leveling, downgrading, or off-boarding these 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. Emails received from WW/HQ/EMEA that are appropriate for external audiences.
Facilitate cadence of “Peering” between local management teams
Facilitate local Sales team engagement with Distribution
Each distributor is invited to make a presentation to the PANW Sales organization during a weekly Sales meeting at least 1 time per quarter

Distribution Operations Management

Handle (solve or escalate) all critical issues related to day-to-day order processing and Distributor Credit Situations
Be on site 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 dedicatedly reviewing their pipeline to ready their systems and accounts for processing orders with available credit and no minor mistakes
Work actively with Distributor, Channel Manager, and Sales Manager to logistics and coordination of large, multi-site / multi-theatre Global Projects
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) and Co-Funded Heads 

Distribution Sales Management

Keep a close view of the open Pipeline on a weekly basis. Use FunnelSource or Clari to understand which deals are coming in each week/month/quarter and work dedicatedly 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 Channel Marketing Manager to have all Marketing plans and Distribution Development Plans (DDF) are submitted as per the timeline and process
Work with Distributors on marketing plans which drive net-new account acquisition in Commercial space and install the base expansion
Attend local sales and marketing events hosted by Distributors and Disty 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; dedicatedly schedule sales activities onsite between Inside Sales and Distributors
Regularly share important SFDC reports with Distributors:
Open Pipeline reports, POS Sales Reports, SLR-P (Partner Generated SLR Reports), etc.
NextWave Program Compliance “Gap Analysis”

Qualifications

Your Experience

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 and the ability to describe market transitions and develop and lead virtual sales teams.
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
Adequate public speaking skills