Channel Business Manager VAR - Germany

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 Description

The Team

Our Channel Business team is a strategic pillar of our sales organization. We are responsible for developing and managing relationships with our partners, including resellers, distributors, and managed service providers. Our goal is to drive indirect revenue growth, expand our market reach, and ensure our partners are equipped with the knowledge and tools they need to succeed. We work collaboratively across the company to create and execute channel programs that deliver value to both Palo Alto Networks and our partners, ultimately helping to protect our mutual customers in the digital age.

Job Summary

In this role, you will focus on relationship management to achieve measurable results in revenue, market share, and partner depth within assigned Value Added Resellers (VARs) across Germany. Your success will be measured by the joint business executed with these strategic partners, driving alignment between sales teams and ensuring execution excellence in account planning and pipeline management. You will collaborate with internal stakeholders, including Global and Regional Account Directors, to create and execute unique business plans with each partner.

• Build and manage a robust deal pipeline with assigned VARs to own revenue outcomes within the designated German territory.
• Develop and execute strategic business plans in collaboration with Account Directors, driving all aspects of the partner relationship to maximize growth.
• Proactively collaborate in a team environment to ensure high levels of partner and customer satisfaction.
• Design and articulate a compelling value proposition that inspires strategic VARs to promote our solutions.
• Activate and develop services based on our technologies to increase revenue growth and liaise with product teams on GTM strategies.
• Provide clear and consistent communication across the region to build strong partnerships with all stakeholders.
• Lead regular business performance and relationship reviews with senior management.
• Build and maintain performance reports and activity dashboards to track key metrics.

• Proven experience in Channel Management or Account Management roles within the enterprise software ecosystem and/or network security industry.
• Business fluency in both German and English (written and verbal) is required.
• Deep understanding of the German VAR landscape and local 'Mittelstand' vs. Enterprise procurement behaviors.
• Demonstrated creative thinking, strong initiative, and excellent presentation and communication skills.

• Track record in global cybersecurity company.
• Demonstrated creative thinking, strong initiative, and excellent presentation and communication skills.
• Consistent track record of leading complex sales situations through successful negotiation and conflict resolution.