Channel Account 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

A Channel Account Manager (CAM) is a sales professional responsible for driving indirect revenue growth by recruiting, onboarding, enabling, and managing relationships with third-party business partners. Unlike traditional account managers who sell directly to the end customer, CAMs work alongside indirect distribution networks—such as managed service providers (MSPs), value-added resellers (VARs), distributors, and strategic alliances—to help them successfully promote and market the vendor's products or services.

Core Responsibilities

Partner Recruitment & Onboarding: Identify and evaluate strategic B2B partners, pitch the value proposition of the company's partner program, and negotiate win-win alignment agreements. Sales Enablement & Training : Educate partner sales teams on solutions, sales methodologies, product messaging, active promotions, and program tools. Joint Business Planning : Co-develop commercial strategy plans with assigned partners, mapping out targeted milestones, shared performance KPIs, and resource commitments. Pipeline & Deal Management : Track sales activity, guide partners through formal deal registration processes, and resolve potential territorial conflicts between channels or internal direct sales teams. Co-Marketing & Demand Generation : Coordinate deployment of Market Development Funds (MDF), local events, webinars, and specialized demand campaigns to generate incremental pipeline. Performance Analysis : Monitor individual partner metrics, report accurate forecasting data to leadership, and identify early warning indicators of channel churn or disengagement.

Qualifications

Experience : 5+ years of B2B sales, partner management, sales development, or channel operations experience. Education : A bachelor’s degree in business, Computer Science or equivalent. Technical Proficiencies : High familiarity with CRM systems (like Salesforce) and dedicated Partner Relationship Management (PRM) platforms. Soft Skills : Strong collaborative communication, commercial negotiation capabilities, active time management, and a high degree of adaptability. Travel : The role may require 40% travel to partner locations or industry conferences.

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.