Palo Alto Networks · 21 hours ago
Sr Manager, Channel Sales
Santa Clara, CA
Full-time
Hybrid
Senior Level
$272K/yr - $374K/yrPalo Alto Networks is a leading cybersecurity company dedicated to protecting the digital way of life. They are seeking a Senior Manager of Channel Sales to lead the AT&T partner sales team across North America, focusing on developing joint solutions and driving strategic partnerships. The role involves managing a motivated sales team to achieve sales targets and collaborating with various internal teams to enhance partnership success.
Agentic AICloud SecurityCyber SecurityNetwork SecuritySecurity
Responsibilities
Lead a highly motivated sales team and build out a structured GTM business for the AT&T Partnership
Establish executive relationships and drive regular partnership governance to establish a rhythm of the business operating model
Responsible for leading the creation of joint offers that are aligned with key client challenges and significant markets for both Palo Alto Networks and the SPs
Create and drive the portfolio sales strategy and overall GTM, with a focus on growing net new business
Understand investments needed from products, marketing and enablement to drive these investments from inception through execution
Experience building world-class SP sales organizations
Work with the direct and channel sales teams to manage sales efforts typically focused around the sale of transformational solutions and shaping sophisticated/complex deals
Manage sales efforts typically focused around the sale of transformational engagements, shaping sophisticated/complex deals that match client needs to joint Palo Alto and partner solutions
Partner with PANW Services teams, Field Sales, Business Development, Sales Operations, Legal, Marketing and other internal organizations
Qualification
Required
Deep understanding of how to successfully develop Service Provider partnerships in a complex environment
Track record of success working with all types of Service Providers
Exceptional leadership skills - a strong recruiter and motivator of people
Resourceful, innovative and transformational
Passionate about building great teams
High EQ and ability to lead with positive influence
Extensive experience developing and managing the partner ecosystems and building large-scale businesses with AT&T
Highly driven individual with an execution focus and a strong sense of urgency with an entrepreneurial mindset
Cross-functional influence, relationship building, and project management skills toward a broad constituency ranging from customers, channel partners, sales and marketing
Excellent at influencing others, both externally and internally - ability to communicate effectively and build consensus across various functional groups to achieve goals
Industry knowledge of security product market trends and directional awareness of Palo Alto Networks' technology development efforts
Great team player with drive - Willing to take a lead in driving initiatives, working across organizations, and structuring approaches to new opportunities
Consistent track record of over achievement against quarterly and annual sales targets
Demonstrable experience in high-tech enterprise sales working with leading high-tech companies with a record of overachievement
Understanding of recent Cybersecurity trends and key vendors in the industry
Consistent track record in selling & positioning network Security at a senior business level
Very strong written & verbal communication skills
Team player with a positive attitude and good customer service skills
High levels of self-motivation, adaptability, ease of handling multiple responsibilities and able to work on own with minimal supervision
High organizational skills and very strong relationship-building interpersonal skills
Able to build a highly functional team. Includes strong interviewing and hiring skills as well as employee performance management capabilities
Able to respond to team objectives
Ability to travel
Benefits
Restricted stock units
Bonus
Company
Palo Alto Networks
Palo Alto Networks is a cybersecurity company that offers cybersecurity solutions for organizations.
Founded in 2005
10001+ employees
H1B Sponsorship
Palo Alto Networks has a track record of offering H1B sponsorships. Please note that this does not
guarantee sponsorship for this specific role. Below presents additional info for your
reference. (Data Powered by US Department of Labor)
Distribution of Different Job Fields Receiving Sponsorship
Represents job field similar to this job
Trends of Total Sponsorships
2025 (579)
2024 (482)
2023 (341)
2022 (452)
2021 (493)
2020 (235)
Funding
Current Stage
Public CompanyTotal Funding
$65MKey Investors
Icon VenturesLehman HoldingsGlobespan Capital Partners
2012-07-20IPO
2008-11-03Series C· $10M
2008-08-18Series C· $27M
Leadership Team
Helmut Reisinger
CEO EMEA
Nikesh Arora
Chairman CEO
Recent News
2026-01-13
Jerusalem Post
2026-01-11
2026-01-09
Company data provided by crunchbase