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Palo Alto Networks Italia Logo Palo Alto Networks Italia · IT - Administration

Senior Commercial Channel Business Manager

India, Bengaluru · Job Posted May 28, 2026
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Job Description

At Palo Alto Networks®, we’re united by a shared mission—to protect our digital way of life. We thrive at the intersection of innovation and impact, solving real-world problems with cutting-edge technology and bold thinking. Here, everyone has a voice, and every idea counts. If you’re ready to do the most meaningful work of your career alongside people who are just as passionate as you are, you’re in the right place. In order to be the cybersecurity partner of choice, we must trailblaze the path and shape the future of our industry. This is something our employees work at each day and is defined by our values: Disruption, Collaboration, Execution, Integrity, and Inclusion. We weave AI into the fabric of everything we do and use it to augment the impact every individual can have. If you are passionate about solving real-world problems and ideating beside the best and the brightest, we invite you to join us! 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 Responsibility

  • Deeply understand the commercial partner landscape across India by developing strategic insights into distributor capabilities, MSSP business models, and cloud partner economics
  • Architect and drive the 'run-rate' engine for the Distributor-managed business, ensuring a disciplined 'stock-and-sell' motion that delivers predictable weekly revenue from mid-market and SMB segments
  • Modernize the ecosystem by identifying and recruiting the next generation of partners—specifically those with strong Cloud Service Provider (CSP) footprints (AWS/Azure/GCP)—and guiding them to build profitable Cloud Security practices
  • Consult with focus MSSPs to design, launch, and monetize managed security offerings (e.g., Managed SASE, MDR with Cortex) that align with market demand and drive 'sell-with' revenue
  • Lead strategic planning for partner territory development, driving whitespace penetration and revenue expansion through the indirect channel
  • Foster a high-performance, execution-driven culture focused on forecast accuracy, deal registration discipline, and inventory planning with Distributors
  • Demonstrate strong business acumen by operationalizing the 'Tri-Party' motion, helping Distributors and MSSPs leverage CSP Marketplaces (CPPO) to accelerate transaction velocity
  • Champion 'Platformization' initiatives that move partners beyond firewall-only sales, enabling them to independently sell and deploy the full portfolio (Strata, Prisma Cloud, Prisma SASE, and Cortex)
  • Establish and uphold a culture of accountability, ensuring the ecosystem consistently meets and exceeds ambitious run-rate goals while remaining resilient in the face of market challenges
  • Serve as the connective tissue between Commercial Sales leadership, Marketing, and the Partner ecosystem, aligning teams toward shared Go-To-Market (GTM) outcomes

Requirements

  • Experience and knowledge of 2-Tier distribution models and managed services economics
  • familiarity with Cloud Service Provider (CSP) ecosystems is highly preferred
  • 8+ years of Channel Sales or Ecosystem management experience in the Indian high-tech/cybersecurity market
  • Proven experience in leading channel and partner-led sales models with a strong ability to drive business through partners by building scalable GTM motions, enablement, and joint value propositions
  • Demonstrated success in building and leading high-performing ecosystem strategies in a fast-paced, high-growth environment
  • Year-over-year track record of managing a consistent run-rate business, driving forecast accuracy, and negotiating complex partner contracts
  • Highly driven and results-oriented individual with an execution mindset, strong sense of urgency, and entrepreneurial approach to transforming partner capabilities
  • Consistent track record of delivering revenue growth while maintaining a focus on long-term scalability and partner autonomy
  • Experience handling complex channel conflict and high-stakes negotiations with composure and a partner-centric approach
  • Exceptional influencing skills, both internally and externally
  • Strong communication and interpersonal skills
  • Strategic thinker and hands-on leader, capable of balancing short-term run-rate results with long-term ecosystem transformation
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