CSP Channel Business Manager

Overview The CSP CBM is a critical member of the Cloud Service Provider (CSP) alliance team, assigned to AWS to cover the West Coast territory. This position provides leadership, management, and strategy for the sell-with/go-to-market (GTM) engagement and all joint activities with AWS across the region. The CSP CBM drives AWS-led customer engagements, builds qualified pipeline, and accelerates cloud bookings that meet and exceed quotas. Serving as a central conduit, you will coordinate sales activities and manage engagement between the Palo Alto Networks sales organization and AWS in the West. Responsibilities Direct Report: Director of Sales, AWS North America Dotted-Line Collaboration: Requires consistent communication and alignment with Sales leadership, Business Development, Marketing, Channels, Inside Sales, and Product Marketing/Development Development Subject Matter Expertise: Act as the ultimate knowledge expert on all aspects of AWS, frequently presenting at QBRs, executive meetings, training sessions, and regional events Key Responsibilities Territory Ownership: Own reporting accuracy, partner sentiment, and executive-level updates for the West with a "CEO of the Territory" mindset Analytical Rigor: Maintain a real-time, data-driven view of the territory’s health, using metrics to optimize pipeline generation Strategic GTM Execution: Demonstrate a deep understanding of AWS go-to-market strategies, including co-selling, strategic planning, goal setting, channel programs, marketing campaigns, strategic events, and funnel management Ecosystem Engagement: Maintain consistent interaction with West Coast customers, strategic vendors, channel partners, and other third parties to drive net-new pipeline through sell-with activities with AWS Contribute to Cloud Strategy: Contribute to the broader Palo Alto Networks Public Cloud strategy outside daily regional activities, lending subject matter expertise to company-wide enablement and initiatives Qualifications & Expectations Strategic Impact: This role is highly strategic to Palo Alto Networks' CSP initiatives; proven ability to influence complex matrixed organizations and execute high-growth sales strategies West Coast Ecosystem: Deep familiarity with the West Coast technology ecosystem and AWS leadership/sales structures in the region Co-Sell Experience: Proven ability to build and scale co-sell motions with AWS Executive Presence: Strong executive presence with the ability to command a room, whether delivering a QBR or training regional teams Education: BA/BS degree (or equivalent work experience/military experience) Experience: 3–5 years of experience in Sales Leadership, Cloud Alliances, Account Management, or Channel Management Account Management: Proven track record of managing large, global, or strategic enterprise accounts CSP Collaboration: Direct experience working for, or closely partnering with, Cloud Service Providers—specifically AWS (Azure and GCP experience is a plus) Leadership History: Demonstrated history of managing quota-bearing sales, business development, or channel teams to hit and exceed growth targets Execution & Collaboration: Strong ability to influence, collaborate, and thrive within a complex, virtual, matrixed organization High-Velocity Execution: Ability to multitask and manage multiple priorities in a high-pressure environment Executive Communication: Advanced presentation, written, and verbal communication skills; ability to tailor messaging for audiences from field reps to C-suite Responsiveness & Discipline: Experience operating in a high-visibility environment with time-sensitive executive requests Drive: A "whatever it takes" attitude to unblock roadblocks and win Location & Travel Territory Location: West Coast; preferred to be based in a major West Coast metro area with proximity to key AWS and Palo Alto Networks hubs (e.g., Seattle/Bellevue, San Francisco Bay Area, or Southern California) to facilitate high-touch engagement Travel: Approximately 50% travel throughout the West Coast #J-18808-Ljbffr Palo Alto Networks