Distribution 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!

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 Career

The Distribution Manager for Brazil will oversee and coordinate our Sales & Channels engagement in the largest distributors across Brazil.

You will be responsible for working with the national branches of the Brazilian Distributors to build annual business plans, defining the evolution of distributors’ businesses, headcount, investments, and go-to-market strategies in each year based on Palo Alto Networks global, theatre, and regional priorities and strategies. You will also be responsible for the overall business execution and performance management with the distributor. 

Your Impact

• Scheduling, preparing and leading recurring Business Review meetings (QBRs) three times per year with cross-functional audience Sales Management, Marketing, Services, Channel SE team, and optional attendees from Regional, Theatre, and WW management.

• Meet with Distributors in the first two weeks of the quarter to update the annual business plan with the previous quarter’s results and set targets, objectives, and activities for the new quarter

• Lead monthly call update distributor to cover relevant new company information or content provided in the previous month. Ensure company content, programs, and update proper “land” within the distributor and share calls-to-action for distributors with said updates

• Increasing distributor’s CPQ quoting utilization. Provide adequate training. Monitor and share CPQ utilization statistics with distributors on a monthly basis.

• Responsible for semi-annual NextWave Program Compliance efforts for Distribution Managed Partners, including working with the distributor on plans to address gaps in Partner requirements and to make a decision on up-leveling, downgrading, or off-boarding these Partners

• Work closely with the Renewals team and distributors in order to improve renewals process efficiency and to improve key Renewal business KPIs. 

• Responsible for building and monitoring plans with distributors to drive attendance to important Palo Alto Networks global, regional, and local events

• F2F presentation to distributors at the start of each quarter for product updates, business opportunities, best practices from other distributors in other regions

• Responsible for forwarding pertinent company and industry emails to distributors. Emails received from WW/HQ/EMEA that are appropriate for external audiences.

• Facilitate cadence of “Peering” between local management teams

• Facilitate local Sales team engagement with Distribution

• Each distributor is invited to make a presentation to the PANW Sales organization during a weekly Sales meeting at least 1 time per quarter

Distribution Operations Management

• Handle (solve or escalate) all critical issues related to day-to-day order processing and Distributor Credit Situations

• Be on site at a local distributor at each end of month / EOQ and participate actively in the “War Room” virtual environment at EOM/EOQ to ensure flawless execution of all Commit orders

• Ensure distributors are dedicatedly reviewing their pipeline to ready their systems and accounts for processing orders with available credit and no minor mistakes

• Work actively with Distributor, Channel Manager, and Sales Manager to logistics and coordination of large, multi-site / multi-theatre Global Projects

• Manage the Distribution Rebates by setting targets and defining MBOs; provide regular Rebate updates – this should include QTD against target funnel and in Quarter pipeline report

• Manage all processes and documentation related to Distribution Development Funds (DDF) and Co-Funded Heads 

Distribution Sales Management

• Keep a close view of the open Pipeline on a weekly basis. Use FunnelSource or Clari to understand which deals are coming in each week/month/quarter and work dedicatedly with distributors to ensure all orders are closed and processed by their committed Close Date

• Lead weekly forecast call with each local distributor to review weekly/monthly/quarterly 

• Work with distributors and Channel Marketing Manager to have all Marketing plans and Distribution Development Plans (DDF) are submitted as per the timeline and process

• Work with Distributors on marketing plans which drive net-new account acquisition in Commercial space and install the base expansion

• Attend local sales and marketing events hosted by Distributors and Disty Managed Partners

• Work with Distributors and Channel/Product Market to develop, land, and monitor Channel Sales incentives and promotions for Distributors and Distribution Managed Partners

• Coordinate efforts and drive alignment between Distributors and PANW Inside Sales Team; dedicatedly schedule sales activities onsite between Inside Sales and Distributors

• Regularly share important SFDC reports with Distributors:

• Open Pipeline reports, POS Sales Reports, SLR-P (Partner Generated SLR Reports), etc.

• NextWave Program Compliance “Gap Analysis”

Qualifications

Your Experience

• 5+ years of Strategic Distribution management experience

• Channel sales management experience in vendor environments

• Program Management or BU Management or close work in channel programs projects

• Working knowledge and experience selling technology solutions to mid-market and SMB customers

• Ability to develop complex partner and territory plans and strategies

• Skilled in developing business plans, contributing to strategic plans, and for devising reporting to track business Key Performance Indicators (KPI) and return on investment (ROI)

• Confirmed experience influencing senior level partner executives

• Strong presentation and leadership skills and the ability to describe market transitions and develop and lead virtual sales teams.

• Proven ability to communicate effectively and professionally (verbal and written) with customers and collaborate with a variety of organizations.

• Strong time management, organizational, and negotiation skills

• Professional IT Sales and business development experience

• An effective oral and written communicator - clear and concise

• Adequate public speaking skills

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.