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Channel Business Manager - Global Systems Integrators (Japan)


Our Mission

At Palo Alto Networks® everything starts and ends with our mission:

Being the cybersecurity partner of choice, protecting our digital way of life.

Our vision is a world where each day is safer and more secure than the one before. We are a company built on the foundation of challenging and disrupting the way things are done, and we’re looking for innovators who are as committed to shaping the future of cybersecurity as we are.

Our Approach to Work

We lead with personalization and choice in all of our people programs. We have disrupted the traditional view that all employees have the same needs and wants. We offer our employees the opportunity to choose what works best for them as often as possible - from your wellbeing support to your growth and development, and beyond!

Your Career

Palo Alto Networks Ecosystem organization expects you to build an ecosystem with key Global System Integrators in Japan and conduct sales activities for all security platforms. We are looking for someone who is capable of proactive sales planning and sales promotion in order to expand business in cooperation with partner companies based on their mid-term business plans. 

Reporting to the Ecosystem Director for Japan and maintaining a dotted line to the JAPAC GSI team leader. Success in this role will span the creation and execution of localized business plans with each partner and measured primarily on the joint business executed with each designated partner. The ideal candidate will have experience of working at all levels of large strategic partner organizations, plus possess a high business acumen and approach to develop partnerships based on a long term, “win-win” strategy.

Your Impact

  • Develop and execute regional joint business plans which drive all aspects of the partner relationship including: sales and pipeline development, executive interlocks, business development, enablement, certification plans and partner marketing
  • Drive joint sales pursuit activities pursuant to the successful attainment against a given sales target, working with the Palo Alto Networks sales organization
  • Present and promote Palo Alto Networks value proposition and capabilities, enabling the partner to build a profitable Palo Alto Networks business
  • Develop and execute capacity plans to assure partner is well positioned to deliver successful customer implementations
  • Regular communication across the region, which promotes the success of the partnership
  • Lead regular business performance / relationship reviews with senior management
  • Build and maintain activity and performance reports and dashboards

Your Experience

  • Excellent instincts and proven ability to interface at a senior leadership to individual contributor level with ease
  • Native level of Japanese and high-business level of English
  • Adept at moving quickly between low-level execution and high-level strategic thinking and organization
  • A good understanding of GSI operating models
  • Superior relationship building skills across internal and partner stakeholders
  • Excellent executive communication and presentation skills
  • Proven track record of exceeding performance objectives
  • Experience and success operating within the Enterprise/Major Accounts/Globals market
  • Fast paced, high growth company experience
  • High business acumen with a sales, marketing, and solution development mindset
  • Capable of performing in a virtual team environment
  • Negotiation and conflict resolution skills
  • Position is based ideally in or close to Tokyo, focusing on mainly the Japan
  • 5+ years in Global System Integrator Business Management, Channel Management or Business Development role within the enterprise software ecosystem

The Team

Our Sales team members work hand in hand with large organizations around the world to keep their digital environments protected. We educate, inspire, and empower our potential clients in their journey to security.

As part of our Sales team, you are empowered with unmatched systems and tools, constantly updated research and sales libraries, and a team built on joint success. You won’t find someone at Palo Alto Networks who isn’t committed to your success — everyone pitches in to assist when it comes to solutions selling, learning, and development. As a member of our Sales team, you are motivated by a solutions-focused sales environment and find fulfillment in working with clients to resolve incredibly complex cyberthreats.

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 .

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.

Life At Palo Alto Networks

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