Channel Account Manager - Mexico

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 A Channel Account Manager (CAM) is a sales professional responsible for driving indirect revenue growth by recruiting, onboarding, enabling, and managing relationships with third-party business partners. Unlike traditional account managers who sell directly to the end customer, CAMs work alongside indirect distribution networks—such as managed service providers (MSPs), value-added resellers (VARs), distributors, and strategic alliances—to help them successfully promote and market the vendor's products or services. Core

Responsibilities Partner Recruitment & Onboarding: Identify and evaluate strategic B2B partners, pitch the value proposition of the company's partner program, and negotiate win-win alignment agreements. Sales Enablement & Training : Educate partner sales teams on solutions, sales methodologies, product messaging, active promotions, and program tools. Joint Business Planning : Co-develop commercial strategy plans with assigned partners, mapping out targeted milestones, shared performance KPIs, and resource commitments. Pipeline & Deal Management : Track sales activity, guide partners through formal deal registration processes, and resolve potential territorial conflicts between channels or internal direct sales teams. Co-Marketing & Demand Generation : Coordinate deployment of Market Development Funds (MDF), local events, webinars, and specialized demand campaigns to generate incremental pipeline. Performance Analysis : Monitor individual partner metrics, report accurate forecasting data to leadership, and identify early warning indicators of channel churn or disengagement.