Channel Business Manager

The Channel Business Manager (CBM) in Japan focuses on driving Palo Alto Networks brand penetration and partner enablement for strategically aligned partners. This role involves generating continuous leads, acquiring new customers, and creating revenue opportunities through partner training and enablement activities. The CBM will manage pipeline, deal registration, and new customer acquisition, collaborate with marketing for demand generation, and develop strategic business plans with partners. They will also track partner certification and training, manage forecasts, and scout new partners.

Must Have

• Manage pipeline, deal registration, and new customer growth
• Manage MDF planning and allocation for partner demand generation
• Deliver enablement training for partner sales and system engineers
• Co-create strategic business plans with partners for sales growth
• Collaborate with field sales and SEs to identify opportunities
• Track partner certification, training, and enablement
• Manage registration, pipeline building, and forecast reviews
• 6+ years channel sales and territory management experience in networking or security
• Strong communication skills to work with partner organizations
• Ability to perform duties autonomously
• Experience delivering sales training in a fast-paced environment with sales responsibility
• Results-oriented and effective in partner situations and conflict resolution
• Demonstrate personal integrity and sound judgment
• Ability to execute defined plans and deliver results while achieving high customer and partner satisfaction
• Strong communication, project management, and organizational skills to drive cross-organizational communication and collaboration
• Personal passion for channel and business development
• Native level Japanese and business level English
• Bachelor's degree or higher

Company Overview

Our Mission

At Palo Alto Networks® everything starts and ends with our mission:

Being the cybersecurity partner of choice, protecting our digital way of life. Our vision is a world where each day is safer and more secure than the one before. We are a company built on the foundation of challenging and disrupting the way things are done, and we’re looking for innovators who are as committed to shaping the future of cybersecurity as we are.

Who We Are

We believe collaboration thrives in person. That’s why most of our teams work from the office full time, with flexibility when it’s needed. This model supports real-time problem-solving, stronger relationships, and the kind of precision that drives great outcomes.

Job Description

The Channel Business Manager (CBM) focuses on leading Palo Alto Networks brand penetration and partner enablement for strategically aligned partners in Japan. This position includes generating continuous leads, acquiring new customers, and creating revenue opportunities through partner training and enablement activities.

Your Contribution

• Manage actions and activities focused on increasing pipeline, deal registration, and new customers.
• Collaborate with the channel marketing team to manage the MDF (Market Development Fund) planning and allocation process, including budgeting, resources, and logistics, to ensure successful and relevant lead-generating partner demand generation activities.
• Manage, implement, and provide enablement training for partner sales representatives and system engineers.
• Jointly create strategic business plans with partners focused on sales growth.
• Collaborate with field sales and field SEs to identify untapped opportunities with key partners.
• Track and report on partner certification, training, and enablement to comply with Palo Alto Networks Nextwave Partner Program requirements.
• Manage registration, pipeline building, and forecast reviews with partners and Palo Alto Networks sales teams.
• Strategically scout and onboard new partners as needed.

Qualifications

Your Experience

• 6+ years of channel sales and territory management experience in the networking or security field.
• Strong communication skills to work with all levels of partner organizations.
• Ability to perform duties autonomously with limited supervision.
• Experience delivering sales training and practical experience in a fast-paced environment with sales responsibility is essential.
• Results-oriented and effective in partner situations and conflict resolution.
• Ability to demonstrate both personal integrity and sound judgment.
• Ability to execute defined plans and deliver results while achieving high customer satisfaction and partner satisfaction.
• Strong communication, project management, and organizational skills to effectively drive cross-organizational communication and collaboration.
• Personal passion for channel and business development.
• Native level Japanese, business level English.
• Degree (Bachelor's or higher) is required.

Additional Information

Our Commitment

We’re problem solvers that take risks and challenge cybersecurity’s status quo. It’s simple: we can’t accomplish our mission without diverse teams innovating, together.

We are committed to providing reasonable accommodations for all qualified individuals with a disability. If you require assistance or accommodation due to a disability or special need, please contact us at accommodations@paloaltonetworks.com.

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.