Channel Business Manager, IBM North America Alliance

Compensation context

This commissioned sales range is base salary plus commission target (on-target earnings), not base salary alone. Restricted stock units (RSUs) and a bonus may be added.

Our Mission

Palo Alto Networks® describes one shared goal: keeping digital life safe. The company says it works where new ideas meet real results, tackling practical problems with advanced tools and fresh thinking. It says every person is heard and every suggestion matters, and it invites people who want career-defining work next to equally committed colleagues to apply.

Who We Are

To stay the security partner customers pick first, the company says it has to lead the way and set the direction for the industry. Staff pursue that daily through five stated values (Integrity, Inclusion, Collaboration, Disruption, and Execution). AI is built into how the company operates and is used to boost what each person can achieve. People who enjoy hard, real-world problems and want to brainstorm alongside top talent are encouraged to join.

The posting states the position is remote and that being apart does not limit impact. Hybrid teams work together across regions to tackle large problems, stay near customers, and grow. The culture is described as built on trust, accountability, and shared wins, with work that genuinely counts.

Job Summary

The job focuses on managing the IBM relationship to deliver measurable gains in revenue, market share, and depth of partnership. Success comes from building and carrying out distinct regional business plans with IBM, and you are measured mainly on joint business sold with IBM. You work with every level of partner organizations and commit to long-term partnerships built on a win-for-everyone outcome.

Your Impact

• Build and run a channel strategy for the territory across a mix of sales segments.
• Manage the IBM relationship in key North American regions.
• Create a territory plan that drives major sales initiatives toward business goals.
• Grow the partner relationship and make sure IBM is set up to deliver and recommend successful customer deployments.
• Work effectively in a matrixed team so partners and customers are satisfied.
• Create a value proposition that motivates partners to promote the company's products.
• Keep communication clear and steady with both IBM and Palo Alto throughout the region to strengthen partnerships.
• Run regular performance and relationship reviews with senior leaders and other stakeholders.
• Build and keep up performance reports and activity dashboards.
• Build and keep leadership relationships in your regions at both IBM and Palo

Qualifications

• 5+ years in channel management covering territories with mixed sales segments.
• Familiar with how channel programs are run.
• Background across selling, marketing, and building solutions.
• Shows initiative and creative thinking, with strong presenting, writing, and communication skills.
• Proven at steering complicated deals through negotiation and settling disputes.
• Strong forecasting and follow-through
• Builds relationships that last

Compensation Disclosure

What is paid depends on the candidate's qualifications and experience and on where they work. If the offer is made at the advertised level, the range shown below is the expected starting base for non-sales jobs, or base plus commission target for commissioned sales jobs. Restricted stock units (RSUs) and a bonus may be added, and the posting links to a description of benefits.

Range: $272,000 to $374,000 a year

Our Commitment

The company calls itself a group of trailblazers who aim high, take chances, and push back on the usual way cybersecurity is done. It says diverse teams working together are essential to its mission.

The company offers reasonable accommodations to qualified people with disabilities. Anyone needing help or an accommodation because of a disability or special need can email accommodations@paloaltonetworks.com.

The company states it offers equal employment opportunity and values a diverse workplace. Every qualified applicant is considered without regard to race, color, religion, sex (including pregnancy), sexual orientation, gender identity or expression, age, ancestry, national origin, marital status, family or medical care leave, genetic information, medical condition, political affiliation, protected veteran status, physical or mental disability, or any other characteristic the law protects.

Applicant information is kept private in line with EEO guidance.

Immigration sponsorship: not offered; the company will not sponsor work visas for this role. Motor-Vehicle Requirement: the role may involve travel to company business meetings and events, so reliable transportation is needed, and anyone who drives on company business must hold a valid driver's license.

Application process

Submit your application through NorthStar. Employer screening may follow after submission.