Key Responsibilities
• Partner Recruitment & Activation: Identify and recruit new IT channel
partners, system integrators, and regional resellers within your territory to
build a robust Palo Alto Networks partner pipeline.
• Territory Enablement: Drive enablement programs, pre-sales sessions, and
alignment activities to ensure partners are fully equipped to position and sell
Palo Alto Networks solutions.
• Demand Generation & Blitz Days: Collaborate directly with partners on
the ground to run pipeline-generation activities, customer UTD (Ultimate Test
Drive) sessions, and targeted sales Blitz Days.
• NNL Acquisition: Actively work with partners to pitch, negotiate, and close
deals with Net New Logos (NNL) in the Commercial and SMB segments.
• Deal Registration (DR) Management: Ensure consistent pipeline visibility
by driving partners to submit quality and timely Deal Registrations (DRs).
• Local Market Intelligence: Leverage your deep knowledge of the
Mumbai/Delhi/Bangalore market to identify emerging trends, competitor
movements, and untapped SMB pockets.
• Cross-Functional Collaboration: Report directly into the PA
Business Team; sync closely with regional BDMs and Pre-sales
engineers to provide seamless support to your partners.
Required Experience & Skills
• Experience: 3–5 years of dedicated experience managing channel partners,
IT resellers, or system integrators (Distribution or Vendor background
preferred).
• Domain Knowledge: Solid understanding of cybersecurity landscapes; prior
experience selling firewalls or networking hardware is a massive advantage.
• Territory Expertise: Must be locally based in the respective region
(Mumbai, Delhi, or Bangalore) with an established network of regional IT
partners and an intimate understanding of the local SMB market.
• Sales Acumen: Strong “hunting” mindset, exceptional relationship-building
skills, and a track record of driving partner-led revenue.
• Communication: Excellent verbal and written communication skills to
deliver presentations and train partner sales teams effectively.
• Mobility: High willingness to travel locally within the designated territory for
regular face-to-face partner meetings.
