Distribution Business Manager - Africa at Palo Alto Networks

Palo Alto Networks

  • Nairobi
  • Permanent
  • Full-time
  • 1 hour ago
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.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
QualificationsYour 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
Method of ApplicationInterested and qualified? Go to to applyBuild your CV for free.

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