Channel Business Manager SASE

Palo Alto Networks is dedicated to protecting the digital way of life and is looking for a Channel Business Manager focused on SASE. The role involves designing partner business plans, creating go-to-market strategies, and driving execution to help partners grow their SASE businesses.

Responsibilities:

• Design Partner Routes to Market: Build clear SASE entry plays, expansion paths, and sales motions aligned to partner maturity, services mix, and GTM—resulting in executable partner plans and measurable outcomes
• Create GTM Operating Systems: Define the plays, handoffs, execution models, and single-threaded narrative that align sales, technical, and ecosystem teams—so partners can consistently drive pipeline and bookings
• Translate Strategy into Actionable Messaging: Turn complex SASE platform strategy into clear, reusable activation kits(decks, playbooks, briefs, exec updates) that drive alignment and execution across internal teams and partners
• Drive Platform Expansion: Simplify SASE into action-based guidance that moves partners from initial entry to broader platform adoption
• Integrate Services & Capabilities: Align sales plays with professional and managed services to enable delivery, support expansion, and increase partner success
• Activate Execution & Accountability: Align regional channel, sales, and technical teams around partner-led motions with clear ownership, tracking, and follow-through. Create leadership-ready visibility into progress, risks, and outcomes—even when standard reporting does not yet exist

Requirements:

• Experience operating in national, overlay, or program-based partner roles
• Ability to align cross-functional sales, technical, and ecosystem teams and drive accountability without direct authority
• Strong bias toward driving seller wins and making partner value clear, visible, and repeatable
• Comfort operating in ambiguous, fast-changing environments and translating evolving direction into structured, executable motions
• Designed repeatable GTM or partner motions adopted across multiple partners at national scale
• Built scalable programs and assets that moved teams beyond 1:1 execution
• Customized partner motions while preserving a clear, shared operating framework
• Invented new or non-standard approaches to unlock partner outcomes in evolving environments