Job Description

Your Career

We are seeking a results-oriented Channel Sales Operations Manager to drive operational excellence across our channel sales ecosystem. This role will serve as a strategic advisor and operational partner to our Channel Sales leadership, supporting key initiatives across planning, performance tracking, process optimization, and partner enablement.

This individual will play a critical role in scaling our channel sales function, improving partner experience, and ensuring data-driven decision making across the partner go-to-market organization. The ideal candidate brings strong systems fluency, process rigor, and the ability to lead through ambiguity while delivering operational excellence across many workstreams.

Your Impact

• Operational Excellence: Drive process improvements and automation initiatives to enhance efficiency in channel programs, partner onboarding, deal registration, and incentives management
• Partner Planning & Performance: Support annual and quarterly partner planning, including segmentation, territory assignments, and partner quota allocations. Track channel sales KPIs and deliver performance insights to channel leadership
• Sales Tools & Systems: Act as the business lead for channel-related systems (e.g., PRM, CRM), partnering with IT and global sales operations to ensure data quality and tool effectiveness
• Reporting & Analytics: Deliver actionable analytics on a regular cadence and dashboards to monitor pipeline, bookings, and partner performance. Provide ad-hoc analysis to support strategic decisions.
• Incentives & Program Support: Operationalize and track partner incentives, rebates, and MDF (Marketing Development Funds), ensuring accurate and timely execution
• Cross-Functional Collaboration: Work closely with Channel Sales, Finance, Legal, Marketing, and Operations teams to align on priorities and ensure smooth execution of channel initiatives

Qualifications

Your Experience

• 8+ years of experience in partner operations, channel operations, or related sales/business operations roles, preferably within a SaaS or high-growth tech company
• Demonstrated ability to identify operational gaps, define scalable solutions, and drive cross-functional alignment to implement them
• Understanding of channel sales motions, including two-tier distribution, VARs, and global systems integrators.
• Advanced skills in Excel/Google Sheets (pivot tables, vlookups, visual storytelling) and PowerPoint/Google Slides
• Hands-on experience with Salesforce, Clari and Tableau preferred.
• Strong business acumen and judgment, analytical and problem-solving skills, and ability to structure solutions to complex problems
• Strong communication, collaboration, and leadership skills, and the ability to effectively partner with all levels of management
• Self-starter, highly motivated with insatiable curiosity to learn about and influence the business
• Works well within a matrixed environment, with the ability to manage simultaneous projects with multiple stakeholders, and tight deadlines

Additional Information

The Team

Our Sales Operation team members support our sales account managers and systems engineers to assist in large organization’s migrations to more cybersecurity. Sales operations work behind the scenes to make sure that our sales relationships run smoothly, enabling and empowering the teams across the world.

You support the sales team by providing research, reports, and support systems and processes that enable the process of sales. It’s a true partnership, one built on building the best cybersecurity solutions for each individual client.

Compensation Disclosure

The compensation offered for this position will depend on qualifications, experience, and work location. For candidates who receive an offer at the posted level, the starting base salary (for non-sales roles) or base salary + commission target (for sales/commissioned roles) is expected to be between **** $127000/YR - $205500/YR. The offered compensation may also include restricted stock units and a bonus. A description of our employee benefits may be found here.

Our Commitment

We’re problem solvers that 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.