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<p>As a Distribution Business Manager DBM at Palo Alto Networks, you will drive our entire Sales & Channel engagement with distributors across the NextWave partner ecosystem across the Africa region. You will own the overall GTM relationship, defining the evolution of distributors’ businesses, headcount, investments, and go-to-market strategies each year based on regional priorities. Your role includes overall business execution and performance management with the distributor, augmenting the Enterprise & Commercial Segment needs with your DBM peers and associated sales segment leads.</p> <p><strong>Your Impact</strong></p> <ul> <li>Provide necessary data and reports to distributors to set plan targets and KPIs.</li> <li>Schedule, prepare, and lead recurring Business Review meetings QBRs at least three times per year with cross-functional audience</li> <li>Meet with Distributors to update the annual business plan with previous quarter’s results and set targets for the new quarter</li> <li>Establish senior executive relationships and leverage rapport with distributors’ executives to influence investments</li> <li>Lead monthly updates with the distributors to cover relevant new company information</li> <li>Increase the distributor’s quoting utilization and provide adequate training</li> <li>Manage semi-annual NextWave Program Compliance efforts for Distribution Managed Partners</li> <li>Work closely with the Renewals team and distributors to improve renewals process efficiency</li> <li>Build and monitor plans with distributors to drive attendance to important events</li> <li>Give face-to-face presentations to distributors at the start of each quarter</li> <li>Facilitate cadence of 'Peering' between local management teams</li> <li>Handle escalations related to day-to-day order processing and Distributor Credit situations</li> <li>Be onsite at a local distributor at each end of month / EOQ</li> <li>Manage the Distribution Rebates by setting targets and defining MBOs</li> <li>Manage all processes and documentation related to Distribution Development Funds DDF</li> <li>Lead weekly forecast call with each local distributor</li> </ul> <p><strong>Qualifications</strong></p> <p><strong>Your Experience</strong></p> <ul> <li>5 – 7 years of distribution or channel management experience</li> <li>2 – 3 years of channel sales management experience in vendor environments</li> <li>Working knowledge and experience selling technology solutions</li> <li>Proven experience influencing senior-level partner executives</li> <li>Ability to develop complex partner and territory plans and strategies</li> <li>Strong presentation skills and the ability to describe market transitions</li> <li>Proven ability to communicate effectively and professionally</li> <li>Strong leadership skills with the ability to develop and manage virtual sales teams</li> <li>Strong time management, organizational, and negotiation skills</li> <li>Professional IT Sales and business development experience</li> <li>Strong public speaking skills</li> </ul>
