Channel Business Manager

The channel organization at Palo Alto Networks is a strategic pillar for our continued growth within cybersecurity, and a critical component to accomplishing our mission. Channel development is an extension of the territory sales team, with the ultimate goal to train and enable our channel partners to become empowered in the use and sales of our products across key enterprise, public sector, and critical national infrastructure accounts.

Job Summary

In this role, you will focus on strategic relationship management to achieve measurable growth in revenue and market share across assigned Partner Accounts in Abu Dhabi and the wider region. Your success will be defined by creating and executing unique joint business plans with each partner, primarily measured by joint revenue generated through premier cybersecurity entities, sovereign cloud partners, government-focused technology integrators, Tier-1 Value-Added Resellers (VARs), and Managed Security Service Providers (MSSPs). You will drive alignment between internal sales teams and partner account leadership, executing with excellence on joint account planning and pipeline development.

Key Responsibilities

• Develop and execute strategic business plans in collaboration with Enterprise Account Directors, driving all aspects of the partner relationship to maximize growth across government, defense, energy, and critical infrastructure sectors.
• Manage high-touch engagement with specialized security consultancies, enterprise technology conglomerates, and localized system integrators to align our platform with regional compliance and operational mandates.
• Proactively collaborate with internal stakeholders, systems engineers, and product teams to ensure partner capability, co-selling execution, and customer success.
• Design and articulate compelling value propositions that inspire key partners to prioritize Palo Alto Networks solutions across their enterprise security and managed service practice areas.
• Accelerate partner-led Managed Security Services (MSSP) and cloud security capabilities, innovating new GTM models tailored to public sector procurement and local data sovereignty requirements.
• Lead regular executive business performance reviews, joint pipeline reviews, and performance tracking with partner leadership and internal stakeholders.
• Build and maintain performance reports and activity dashboards to accurately track progress against joint business plans.
  

Qualifications

• Fluent Arabic and English are must-have
• Location: must be based in Abu Dhabi, UAE
• Proven experience in Channel Management, Strategic Alliances, or Partner Sales within enterprise software, cloud, or cybersecurity.
• Deep understanding of the Abu Dhabi and UAE ecosystem, enterprise landscape and public sector frameworks.
• Broad experience managing a multi-tier partner portfolio comprising specialized cybersecurity service providers, digital transformation integrators, sovereign cloud providers, regional Tier-1 system integrators, and localized MSSPs.
• Consistent track record of leading complex co-selling scenarios through structured partner business planning, executive alignment, and effective channel management.
• Strong financial acumen, strategic planning skills, and cross-functional leadership capability.
• Excellent presentation, negotiation, and executive communication skills with the ability to navigate complex, matrix global organizations and government-adjacent partners.