Senior Commercial Channel Business Manager

Our Mission

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.

Who We Are

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 Summary

Our Mission

At Palo Alto Networks® everything starts and ends with our mission:
Being the cybersecurity partner of choice, protecting our digital way of life.
We have the vision of a world where each day is safer and more secure than the one before. These aren’t easy goals to accomplish – but we’re not here for easy. We’re here for better. We are a company built on the foundation of challenging and disrupting the way things are done, and we’re looking for innovators who are as committed to shaping the future of cybersecurity as we are.

Disruption is at the core of our technology and on our way of work to meet the needs of our employees now and in the future through FLEXWORK, our approach to how we work. We’re changing the nature of work from benefits to learning, location to leadership, we’ve rethought and recreated every aspect of the employee experience at Palo Alto Networks. And because it FLEXes around each individual employee based on their individual choices, employees are empowered to push boundaries and help us all evolve, together.

Your Career

We know the opportunity to platformize security is massive. Our commercial customers need a partner ecosystem that can simplify complexity and deliver trusted, managed security outcomes. To achieve this, we need a strategic leader who can transform our indirect sales channels into a high-velocity growth engine.

As the Senior Manager, Commercial Ecosystem for India & SAARC, you will lead the architectural strategy and execution for our Distributor, Managed Security Service Provider (MSSP), and Cloud Partner channels. You will move beyond traditional partner management to become a "Business Builder"—constructing the "Low Touch / No Touch" sales motion that allows us to scale efficiently across the commercial market.

We are looking for a seasoned ecosystem leader with deep experience in 2-Tier distribution, managed services economics, and cloud partner models to drive predictable run-rate business and accelerate our platform adoption.

Your Impact

• 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

Qualifications

Your Experience

• 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 – ability to build consensus across cross-functional teams and executive stakeholders

• Strong communication and interpersonal skills – a collaborative leader who fosters alignment across sales, marketing, presales, and partner executive teams

• You're a strategic thinker and hands-on leader, capable of balancing short-term run-rate results with long-term ecosystem transformation

Our Commitment

We’re trailblazers that dream big, take risks, and challenge cybersecurity’s status quo. It’s simple: we can’t accomplish our mission without diverse teams innovating, together.

We are committed to providing reasonable accommodations for all qualified individuals with a disability. If you require assistance or accommodation due to a disability or special need, please contact us at  accommodations@paloaltonetworks.com.

Palo Alto Networks is an equal opportunity employer. We celebrate diversity in our workplace, and all qualified applicants will receive consideration for employment without regard to age, ancestry, color, family or medical care leave, gender identity or expression, genetic information, marital status, medical condition, national origin, physical or mental disability, political affiliation, protected veteran status, race, religion, sex (including pregnancy), sexual orientation, or other legally protected characteristics.

All your information will be kept confidential according to EEO guidelines.

Is role eligible for Immigration Sponsorship? No. Please note that we will not sponsor applicants for work visas for this position.