Channel Business Manager - Abu Dhabi

Role Overview

Channel Business Manager – Abu Dhabi at Palo Alto Networks. This role is based in Abu Dhabi, UAE, and focuses on strategic channel partner relationship management and revenue growth across the region.

Company Overview

Palo Alto Networks is a cybersecurity organization united by a mission to protect our digital way of life. The channel organization is a strategic pillar for continued growth within cybersecurity and works to train and enable channel partners to become empowered in the use and sales of products across enterprise, public sector, and critical national infrastructure accounts. The company values Disruption, Collaboration, Execution, Integrity, and Inclusion, and most teams work from the office full time with flexibility when needed.

Role Purpose

You will drive strategic relationship management to achieve measurable growth in revenue and market share across assigned partner accounts in Abu Dhabi and the wider region. Success is defined by creating and executing unique joint business plans with each partner, primarily measured by joint revenue generated through premier cybersecurity entities, sovereign cloud partners, government-focused technology integrators, Tier-1 Value-Added Resellers (VARs), and Managed Security Service Providers (MSSPs). You will drive alignment between internal sales teams and partner account leadership, executing with excellence on joint account planning and pipeline development.

Key Responsibilities

Strategic Planning & Partner Development

• Develop and execute strategic business plans in collaboration with Enterprise Account Directors, driving all aspects of the partner relationship to maximize growth across government, defense, energy, and critical infrastructure sectors.
• Design and articulate compelling value propositions that inspire key partners to prioritize Palo Alto Networks solutions across their enterprise security and managed service practice areas.
• Accelerate partner-led Managed Security Services (MSSP) and cloud security capabilities, innovating new go-to-market models tailored to public sector procurement and local data sovereignty requirements.

Partner Engagement & Alignment

• Manage high-touch engagement with specialized security consultancies, enterprise technology conglomerates, and localized system integrators to align our platform with regional compliance and operational mandates.
• Proactively collaborate with internal stakeholders, systems engineers, and product teams to ensure partner capability, co-selling execution, and customer success.

Performance Management & Reporting

• Lead regular executive business performance reviews, joint pipeline reviews, and performance tracking with partner leadership and internal stakeholders.
• Build and maintain performance reports and activity dashboards to accurately track progress against joint business plans.

Qualifications & Experience

• Fluent in Arabic and English (required).
• Proven experience in Channel Management, Strategic Alliances, or Partner Sales within enterprise software, cloud, or cybersecurity.
• Deep understanding of the Abu Dhabi and UAE ecosystem, enterprise landscape, and public sector frameworks.
• Broad experience managing a multi-tier partner portfolio comprising specialized cybersecurity service providers, digital transformation integrators, sovereign cloud providers, regional Tier-1 system integrators, and localized MSSPs.
• Consistent track record of leading complex co-selling scenarios through structured partner business planning, executive alignment, and effective channel management.

Skills & Competencies

• Strong financial acumen and strategic planning skills.
• Cross-functional leadership capability.
• Excellent presentation, negotiation, and executive communication skills.
• Ability to navigate complex, matrix global organizations and government-adjacent partners.

Additional Information

• Location: Must be based in Abu Dhabi, UAE.
• Immigration Sponsorship: This position is not eligible for immigration sponsorship. Applicants will not be sponsored for work visas.
• Palo Alto Networks is an equal opportunity employer and is committed to providing reasonable accommodations for all qualified individuals with a disability. For accommodation requests, contact accommodations@paloaltonetworks.com.