Key Responsibilities • Partner Recruitment & Activation: Identify and recruit new IT channel partners, system integrators, and regional resellers within your territory to build a robust Palo Alto Networks partner pipeline. • Territory Enablement: Drive enablement programs, pre-sales sessions, and alignment activities to ensure partners are fully equipped to position and sell Palo Alto Networks solutions. • Demand Generation & Blitz Days: Collaborate directly with partners on the ground to run pipeline-generation activities, customer UTD (Ultimate Test Drive) sessions, and targeted sales Blitz Days. • NNL Acquisition: Actively work with partners to pitch, negotiate, and close deals with Net New Logos (NNL) in the Commercial and SMB segments. • Deal Registration (DR) Management: Ensure consistent pipeline visibility by driving partners to submit quality and timely Deal Registrations (DRs). • Local Market Intelligence: Leverage your deep knowledge of the Mumbai/Delhi/Bangalore market to identify emerging trends, competitor movements, and untapped SMB pockets. • Cross-Functional Collaboration: Report directly into the PA Business Team; sync closely with regional BDMs and Pre-sales engineers to provide seamless support to your partners. Required Experience & Skills • Experience: 3–5 years of dedicated experience managing channel partners, IT resellers, or system integrators (Distribution or Vendor background preferred). • Domain Knowledge: Solid understanding of cybersecurity landscapes; prior experience selling firewalls or networking hardware is a massive advantage. • Territory Expertise: Must be locally based in the respective region (Mumbai, Delhi, or Bangalore) with an established network of regional IT partners and an intimate understanding of the local SMB market. • Sales Acumen: Strong "hunting" mindset, exceptional relationship-building skills, and a track record of driving partner-led revenue. • Communication: Excellent verbal and written communication skills to deliver presentations and train partner sales teams effectively. • Mobility: High willingness to travel locally within the designated territory for regular face-to-face partner meetings.