Sr Channel Business Manager, CSP - Google Cloud

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!

This role is remote, but distance is no barrier to impact. Our hybrid teams collaborate across geographies to solve big problems, stay close to our customers, and grow together. You will be part of a culture that values trust, accountability, and shared success where your work truly matters.

Job Summary

Your Impact

? Operates as a General Manager for the East region, empowering themself to identify growth gaps, bridge legacy foundations, install base and incremental business with AI adoption to the enterprise , and serve as the essential connection between PANW and GCP.

?Executive Briefings: Synthesize complex account data into concise, outcome-oriented executive briefings for senior leadership (VP/SVP level) on a weekly basis.

?Field Presence: Maintain a consistent physical presence in the Northeast Google Cloud/Partner ecosystems to drive 'desk-side' influence and real-time deal alignment.

?Data Integrity: Own the end-to-end accuracy of the 'Joint Pursuit' pipeline, ensuring all CRM data and marketplace tagging are current, vetted, and reflective of actual field engagement.

?Proactive Sales Engine: Move away from reactive coordination by dedicating your effort toward proactive lead identification

. You will synthesize GCP consumption patterns and market signals to drive exponential, sourced revenue

?Pipeline Generation: Build a repeatable engine for generating Sales Qualified Leads (SQLs) from executive-sponsored account planning to supplement reactive inbound MQLs

. You will be targeted with generating 18 new leads per week (leveraging GCS, GCP, and BRD sources

? Create co-selling opportunities, account mapping and other sales engagements between Palo Alto Network's field sales and the Google Cloud sales teams

? Support Palo Alto Network's field sales organization on engagement management with Google Cloud

? Assist with providing content for Public Cloud training curriculum and sales enablement

? Coordinate activities and have involvement with the Public Cloud virtual team of Business Development, Marketing, Product Management, Channels and Sales as part of cloud strategy

? Develop annual strategic plan and performance goals for Google Cloud

? Provide support and coordination for channel activity with Google Cloud

? Understand and articulate Google Cloud's strategic initiatives and gain a deep understanding of the activities, roadmap and vision of Google Cloud

? Provide an escalation point for pre-sales and post sales issues for any activity with the Google Cloud

? Build and maintain relationships with key personnel at Google Cloud to solidify Palo Alto Network's standing and awareness within the provider and to assist in the development of key relationships with the extended Palo Alto Network's team and executives

? Direct engagement and partner relationships are a critical part of this role

? Help provide insight in the support of Google Cloud events and attend/participate in the events

? Provide support in the form of expertise and training for Palo Alto Network's field sales enablement

Qualifications

Your Experience

• 10+ years' experience in Account or Channel Management, with a proven history of managing quota-bearing sales or channel teams.

• CSP (Google Cloud, Azure, AWS) experience is highly preferred, alongside a deep understanding of Google Cloud's strategic initiatives, roadmap, and vision.

• Executive Communication: Advanced presentation skills with a demonstrated ability to tailor messaging for different audiences, from sales and technical leadership to C-suite executives.

• Collaborative Leadership & Transformation: You thrive in matrixed environments, leading cohesive, cross-functional teams to win complex cloud engagements. You possess the technical depth to understand varied architectures and the communication skill to distill that complexity into clear, actionable strategy. You specialize in leveraging analogies to bridge the gap between technical possibility and executive buy-in.

• Responsiveness & Discipline: A proven track record of operating effectively in a fast-paced, high-visibility environment, with a high degree of responsiveness to time-sensitive leadership requests.

• Location Requirement: New York City or Central US. Candidates based in Central must demonstrate the ability to travel bi-monthly to East Coast locations to facilitate daily-level engagement and drive brand awareness across the Google Cloud and Palo Alto Networks partnership

• Industry Knowledge: Deep directional awareness of security product market trends, competitive selling strategies, and how to deliver comprehensive security solutions to a customer base.

• Education: BA, BS (or equivalent work experience or equivalent military experience required), MBA preferred.

• Strategic Drive: A 'Whatever It Takes' attitude grounded in startup agility. I thrive on creating new business pathways through proactive innovation, transforming roadblocks into proprietary advantages to secure market leadership.

Compensation Disclosure

The compensation offered for this position will depend on qualifications, experience, and work location. For candidates who receive an offer at the posted level, the starting base salary (for non-sales roles) or base salary + commission target (for sales/com-missioned roles) is expected to be the annual range listed below. The offered compensation may also include restricted stock units and a bonus. A description of our employee benefits may be found here ( .

$225,000.00 - $309,000.00/yr

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 [email protected] .

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.

Motor-Vehicle Requirement: This role may require travel to and from Palo Alto Networks, Inc. business meetings and events and requires reliable transportation to do so. If a hire chooses to drive in connection with company business, the hire for this role must maintain a valid driver's license.