Palo Alto Networks Associate Channel Business Manager- Federal Sales DMR in Washington, District Of Columbia

Palo Alto Networks® is the fastest-growing security company in history. We offer the chance to be part of an important mission: ending breaches and protecting our way of digital life. If you are a motivated, intelligent, creative, and hardworking individual, then this job is for you!

At Palo Alto Networks, channel development is an extension of the territory sales team; the ultimate goal is to train and enable our channel partners to become more self-sufficient and gain leverage for the Palo Alto Networks brand. The Associate Channel Business Manager – Federal DMR (aCBM) activities will center on relationship management at Direct Market Reseller (DMR) Federal Sales offices to achieve measurable results such as increased revenue, market share and seller penetration within the Federal/Government Sales Vertical for specific DMRs.


  • Directly manage Palo Alto Networks DMR partner in-region with whom you will contribute to and support National DMR and Federal channel territory bi-annual business planning

  • Partner attainment against DMR national and federal sales joint-goals will become a key measurement of success.

  • Manage, administer and deliver in-region sales and technical enablement for DMR Federal Sales Reps and System Engineers

  • Facilitate the delivery and certification of authorized training, professional services and front line support programs.

  • Facilitate, manage and/or drive DMR demand generation activities in region ensuring appropriate MDF ROI and compliance

  • Metric tracking and reporting focused on DMR Federal seller penetration, Territory and Account Mappings, Deal Registrations, new logos and DMR partner lift contribution

  • Assist and participate in Quarterly Business Reviews (QBR) with cross-functional stakeholders and leaders from both organizations to measure progress against mutual business objectives

  • Actively manage and drive Deal Registrations, pipeline development, and provide deal support to ensure orders are booked through the DMR and Distributor as forecasted


  • East Coast location, preferably Herndon or similar Northern VA area

  • 4-5 years of progressive channel development experience

  • Federal DMR experience required, preferably 1-2 years with CDW/Insight at a minimum

  • University (Bachelor’s) degree or equivalent education

  • Must have strong proficiency with various software applications including Microsoft Office and

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EOE Protected Veterans/Disability.