Distribution Business Manager

Responsibilities

• Provide 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
• Meet with distributors to update annual business plans and review performance
• Establish senior executive relationships with distributors’ executives
• Lead monthly updates with distributor(s) on new company information
• Increase quoting utilization by distributors and provide training
• Manage NextWave Program Compliance efforts for Distribution Managed Partners
• Collaborate with Renewals team and distributors to improve renewals process efficiency
• Build and monitor plans to boost attendance at key events
• Deliver face-to-face presentations to distributors quarterly
• Facilitate regular engagement (‘Peering’) between local management teams
• Handle escalations for order processing and distributor credit
• Be onsite at a local distributor at end of month/EOQ
• Manage Distribution Rebates, set targets, and define MBOs
• Oversee processes and documentation for Distribution Development Funds (DDF)
• Lead weekly forecast calls with each local distributor

Requirements

• 5–7 years distribution or channel management experience
• 2–3 years channel sales management in vendor environments
• Fluent in Arabic and English
• Experience selling technology solutions
• Proven ability to influence senior partner executives
• Ability to develop complex partner and territory strategies
• Strong presentation, leadership, and communication skills
• Time management, organizational, and negotiation skills
• Professional IT sales and business development background
• Public speaking skills

Benefits

• Reasonable accommodations for qualified individuals with disabilities
• Equal opportunity and a diverse, inclusive workplace

About the Company

At Palo Alto Networks, our mission is to be the cybersecurity partner of choice, protecting our digital way of life. We strive to create a safer and more secure world each day. Collaboration thrives in our in-person work environment, supporting stronger relationships and innovative problem-solving. The channel organization is a strategic pillar for our continued growth and a critical part of our mission, empowering our partners to succeed with our products. Diversity and equal opportunity are key values here.