CSP Channel Business Manager, AWS

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 The Senior CSP CBM is a critical member of the Cloud Service Provider (CSP) alliance team, specifically assigned to AWS to cover the West Coast territory. This position is responsible for providing leadership, management, and strategy for the "sell‑with"/go‑to‑market (GTM) engagement and all joint activities with AWS across the region. The Senior CSP CBM will handle a diverse range of responsibilities to ensure deep leverage and consistent engagement with AWS. Your primary goal is to drive AWS led customer engagements, build qualified pipeline, and accelerate 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. Reporting & Collaboration 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. 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. Qualifications Key Responsibilities Territory Ownership: Act with a "CEO of the Territory" mindset, taking full ownership of reporting accuracy, partner sentiment, and executive‑level updates for the West Coast. Analytical Rigor: Maintain a real‑time, data‑driven view of the territory’s health, leveraging 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 and engagement with West Coast customers, strategic vendors, channel partners, and other third parties to drive net‑new pipeline through "sell‑with" activities with AWS. Global Cloud Strategy Contribution: Contribute to the broader Palo Alto Networks Public Cloud strategy outside of day‑to‑day regional activities, lending subject matter expertise to company‑wide enablement and initiatives. Qualifications & Expectations Strategic Impact: This role is regarded as highly strategic to Palo Alto Networks' overall CSP initiatives. The successful candidate must possess a proven track record of influencing complex matrixed organizations and executing high‑growth sales strategies. Deep familiarity with the West Coast technology ecosystem and AWS leadership/sales structures in the region. Proven ability to build and scale co‑sell motions with AWS. Strong executive presence with the ability to command a room, whether delivering a QBR or training regional sales team. Education: BA/BS degree (or equivalent work experience / military experience) Sales Leadership: 10+ years of experience in Sales Leadership, Cloud Alliances, Account Management, or Channel Management. Large Account Management: Proven track record of managing large, global, or strategic enterprise accounts. CSP Expertise: Direct experience working for, or closely partnering with, Cloud Service Providers (CSPs)—specifically AWS (Azure and GCP experience is a strong plus). Leadership History: Demonstrated history of managing quota‑bearing sales, business development, or channel teams to hit and exceed aggressive growth targets. Execution & Collaboration (The "CEO of the Territory" Mindset) Matrix Navigated: Demonstrated ability to influence, collaborate, and thrive within a complex, virtual, and highly matrixed organizational structure. High‑Velocity Execution: Proven ability to multitask and manage a myriad of complex disciplines, priorities, and tasks in a high‑pressure, time‑sensitive environment. Executive Communication: Advanced presentation, written, and verbal communication skills. Demonstrated ability to seamlessly tailor messaging for audiences ranging from regional sales reps and AWS Partner Sales Managers (PSMs) to C‑suite executives. Responsiveness & Discipline: A proven track record of operating effectively in a high‑visibility environment, maintaining a high degree of responsiveness to time‑sensitive executive requests. Drive: "Whatever it takes" attitude and an intrinsic motivation to do what is necessary to support the field, unblock roadblocks, and win business. Partner & Channel Ecosystems Co‑Sell & Channel Mastery: Extensive experience selling with, through, or managing channel partners. Program Expertise: Direct experience with channel and alliance programs (e.g., AWS Marketplace, ISV Accelerate) is highly preferred. Location Requirements Territory Location: This role is focused on the West Coast territory. The ideal candidate should be based in a major West Coast metro area with close proximity to key AWS and Palo Alto Networks hubs (e.g., Seattle/Bellevue, the San Francisco Bay Area, or Southern California) to facilitate consistent, high‑touch engagement with regional AWS teams and leadership. This role will require 50% travel throughout the West Coast territory. 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 View email address on click.appcast.io. 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. #J-18808-Ljbffr Palo Alto Networks, Inc.