Distribution Business Manager - Africa

This role can be based remotely in Egypt, Kenya, South Africa or Nigeria

Your Career

As a Distribution Business Manager (DBM) at Palo Alto Networks, you will drive our entire Sales & Channel engagement with distributors across the NextWave partner ecosystem across the Africa region. You will own the overall GTM relationship, defining the evolution of distributors’ businesses, headcount, investments, and go-to-market strategies each year based on regional priorities. Your role includes overall business execution and performance management with the distributor, augmenting the Enterprise & Commercial Segment needs with your DBM peers and associated sales segment leads.

Your Impact

• Provide necessary data and reports to distributors to set plan targets and KPIs.
• Schedule, prepare, and lead recurring Business Review meetings (QBRs) at least three times per year with cross-functional audience
• Meet with Distributors to update the annual business plan with previous quarter’s results and set targets for the new quarter
• Establish senior executive relationships and leverage rapport with distributors’ executives to influence investments
• Lead monthly updates with the distributor(s) to cover relevant new company information
• Increase the distributor’s quoting utilization and provide adequate training
• Manage semi-annual NextWave Program Compliance efforts for Distribution Managed Partners
• Work closely with the Renewals team and distributors to improve renewals process efficiency
• Build and monitor plans with distributors to drive attendance to important events
• Give face-to-face presentations to distributors at the start of each quarter
• Facilitate cadence of 'Peering' between local management teams
• Handle escalations related to day-to-day order processing and Distributor Credit situations
• Be onsite at a local distributor at each end of month / EOQ
• Manage the Distribution Rebates by setting targets and defining MBOs
• Manage all processes and documentation related to Distribution Development Funds (DDF)
• Lead weekly forecast call with each local distributor