Distribution Manager

Mexico City, Mexico City, Mexico Sales Ref ID: JR-018828

Our Mission

At Palo Alto Networks®, we’re united by a shared mission—to protect our digital way of life. We thrive at the intersection of innovation and impact, solving real-world problems with cutting-edge technology and bold thinking. Here, everyone has a voice, and every idea counts. If you’re ready to do the most meaningful work of your career alongside people who are just as passionate as you are, you’re in the right place.

Who We Are

In order to be the cybersecurity partner of choice, we must trailblaze the path and shape the future of our industry. This is something our employees work at each day and is defined by our values: Disruption, Collaboration, Execution, Integrity, and Inclusion. We weave AI into the fabric of everything we do and use it to augment the impact every individual can have. If you are passionate about solving real-world problems and ideating beside the best and the brightest, we invite you to join us!

This role is remote, but distance is no barrier to impact. Our hybrid teams collaborate across geographies to solve big problems, stay close to our customers, and grow together. You will be part of a culture that values trust, accountability, and shared success where your work truly matters.

Job Summary

Your Career

The Distribution Manager for Brazil will oversee and coordinate our Sales & Channels engagement in the largest distributors across Brazil.

You will be responsible for working with the national branches of the Brazilian Distributors to build annual business plans, defining the evolution of distributors’ businesses, headcount, investments, and go-to-market strategies in each year based on Palo Alto Networks global, theatre, and regional priorities and strategies. You will also be responsible for the overall business execution and performance management with the distributor.

Your Impact

Scheduling, preparing and leading recurring Business Review meetings (QBRs) three times per year with cross-functional audience Sales Management, Marketing, Services, Channel SE team, and optional attendees from Regional, Theatre, and WW management.

Meet with Distributors in the first two weeks of the quarter to update the annual business plan with the previous quarter’s results and set targets, objectives, and activities for the new quarter

Lead monthly call update distributor to cover relevant new company information or content provided in the previous month. Ensure company content, programs, and update proper “land” within the distributor and share calls-to-action for distributors with said updates

Increasing distributor’s CPQ quoting utilization. Provide adequate training. Monitor and share CPQ utilization statistics with distributors on a monthly basis.

Responsible for semi-annual NextWave Program Compliance efforts for Distribution Managed Partners, including working with the distributor on plans to address gaps in Partner requirements and to make a decision on up-leveling, downgrading, or off-boarding these Partners

Work closely with the Renewals team and distributors in order to improve renewals process efficiency and to improve key Renewal business KPIs.

Responsible for building and monitoring plans with distributors to drive attendance to important Palo Alto Networks global, regional, and local events

F2F presentation to distributors at the start of each quarter for product updates, business opportunities, best practices from other distributors in other regions

Responsible for forwarding pertinent company and industry emails to distributors. Emails received from WW/HQ/EMEA that are appropriate for external audiences.

Facilitate cadence of “Peering” between local management teams

Facilitate local Sales team engagement with Distribution

Each distributor is invited to make a presentation to the PANW Sales organization during a weekly Sales meeting at least 1 time per quarter

Distribution Operations Management

Handle (solve or escalate) all critical issues related to day-to-day order processing and Distributor Credit Situations

Be on site at a local distributor at each end of month / EOQ and participate actively in the “War Room” virtual environment at EOM/EOQ to ensure flawless execution of all Commit orders

Ensure distributors are dedicatedly reviewing their pipeline to ready their systems and accounts for processing orders with available credit and no minor mistakes

Work actively with Distributor, Channel Manager, and Sales Manager to logistics and coordination of large, multi-site / multi-theatre Global Projects

Manage the Distribution Rebates by setting targets and defining MBOs; provide regular Rebate updates – this should include QTD against target funnel and in Quarter pipeline report

Manage all processes and documentation related to Distribution Development Funds (DDF) and Co-Funded Heads

Distribution Sales Management

Keep a close view of the open Pipeline on a weekly basis. Use FunnelSource or Clari to understand which deals are coming in each week/month/quarter and work dedicatedly with distributors to ensure all orders are closed and processed by their committed Close Date

Lead weekly forecast call with each local distributor to review weekly/monthly/quarterly

Work with distributors and Channel Marketing Manager to have all Marketing plans and Distribution Development Plans (DDF) are submitted as per the timeline and process

Work with Distributors on marketing plans which drive net-new account acquisition in Commercial space and install the base expansion

Attend local sales and marketing events hosted by Distributors and Disty Managed Partners

Work with Distributors and Channel/Product Market to develop, land, and monitor Channel Sales incentives and promotions for Distributors and Distribution Managed Partners

Coordinate efforts and drive alignment between Distributors and PANW Inside Sales Team; dedicatedly schedule sales activities onsite between Inside Sales and Distributors

Regularly share important SFDC reports with Distributors:

Open Pipeline reports, POS Sales Reports, SLR-P (Partner Generated SLR Reports), etc.

NextWave Program Compliance “Gap Analysis”

Qualifications

Your Experience

5+ years of Strategic Distribution management experience

Channel sales management experience in vendor environments

Program Management or BU Management or close work in channel programs projects

Working knowledge and experience selling technology solutions to mid-market and SMB customers

Ability to develop complex partner and territory plans and strategies

Skilled in developing business plans, contributing to strategic plans, and for devising reporting to track business Key Performance Indicators (KPI) and return on investment (ROI)

Confirmed experience influencing senior level partner executives

Strong presentation and leadership skills and the ability to describe market transitions and develop and lead virtual sales teams.

Proven ability to communicate effectively and professionally (verbal and written) with customers and collaborate with a variety of organizations.

Strong time management, organizational, and negotiation skills

Professional IT Sales and business development experience

An effective oral and written communicator - clear and concise

Adequate public speaking skills

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 accommodations@paloaltonetworks.com.

Is role eligible for Immigration Sponsorship? No. Please note that we will not sponsor applicants for work visas for this position.