Channel Business Manager SASE

Palo Alto Networks is dedicated to protecting the digital way of life through innovative technology. The Channel Business Manager SASE will focus on helping partners build, scale, and sustain SASE businesses by designing partner routes to market and creating go-to-market operating systems that drive pipeline and bookings.

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