[Hiring] Channel Account Manager @Palo Alto Networks

Role Description

A Channel Account Manager (CAM) is a sales professional responsible for driving indirect revenue growth by recruiting, onboarding, enabling, and managing relationships with third-party business partners. Unlike traditional account managers who sell directly to the end customer, CAMs work alongside indirect distribution networks—such as managed service providers (MSPs), value-added resellers (VARs), distributors, and strategic alliances—to help them successfully promote and market the vendor's products or services.

Core Responsibilities

• Partner Recruitment & Onboarding: Identify and evaluate strategic B2B partners, pitch the value proposition of the company's partner program, and negotiate win-win alignment agreements.
• Sales Enablement & Training: Educate partner sales teams on solutions, sales methodologies, product messaging, active promotions, and program tools.
• Joint Business Planning: Co-develop commercial strategy plans with assigned partners, mapping out targeted milestones, shared performance KPIs, and resource commitments.
• Pipeline & Deal Management: Track sales activity, guide partners through formal deal registration processes, and resolve potential territorial conflicts between channels or internal direct sales teams.
• Co-Marketing & Demand Generation: Coordinate deployment of Market Development Funds (MDF), local events, webinars, and specialized demand campaigns to generate incremental pipeline.
• Performance Analysis: Monitor individual partner metrics, report accurate forecasting data to leadership, and identify early warning indicators of channel churn or disengagement.

Qualifications

• Experience: 5+ years of B2B sales, partner management, sales development, or channel operations experience.
• Education: A bachelor’s degree in business, Computer Science or equivalent.
• Technical Proficiencies: High familiarity with CRM systems (like Salesforce) and dedicated Partner Relationship Management (PRM) platforms.
• Soft Skills: Strong collaborative communication, commercial negotiation capabilities, active time management, and a high degree of adaptability.
• Travel: The role may require 40% travel to partner locations or industry conferences.

Company Description

Palo Alto Networks is an equal opportunity employer. We celebrate diversity in our workplace, and all qualified applicants will receive consideration for employment without regard to age, ancestry, color, family or medical care leave, gender identity or expression, genetic information, marital status, medical condition, national origin, physical or mental disability, political affiliation, protected veteran status, race, religion, sex (including pregnancy), sexual orientation, or other legally protected characteristics.

All your information will be kept confidential according to EEO guidelines.