Distribution Business Manager Nordics

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

The Team

Our Ecosystems 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

As the Distribution Business Manager (DBM) for the Nordics you will be a strategic pillar of our channel sales organization. You will focus on managing relationships with our major distributors across key Nordic markets (Sweden, Norway, Denmark, Finland, and Iceland) to achieve measurable results in revenue and market share. Your primary objective is to drive the Distribution Managed Partner (DMP) segment, ensuring regional distributors are equipped with the tools and knowledge to succeed. You will drive complex program management and enablement, designing high-impact campaigns, roadshows, and events to expand our market reach across the Nordics.

Key Responsibilities

• Distribution Management: Own the end-to-end relationship with assigned distributors across the Nordic region, managing processes, logistics, and operational excellence.
• DMP Growth: Build and execute tailored business plans to drive revenue outcomes specifically within the Distribution Managed Partner (DMP) segment.
• Program & Campaign Execution: Design and lead high-energy initiatives, including marketing programs, sales campaigns, roadshows, and partner events across target Nordic countries.
• Operational Excellence: Ensure high performance in core distribution functions, including timely quoting, pipeline visibility, and efficient PO processing.
• Enablement: Drive partner enablement programs to ensure regional distributors can effectively promote, position, and support Palo Alto Networks solutions.
• Strategic Alignment: Collaborate with internal stakeholders and regional sales teams to align account planning and pipeline management on joint opportunities.
• Performance Reviews: Lead regular business reviews (QBRs) with executive leadership at regional distributors to track activity against dashboards and KPIs.

• Proven track record in Distribution or Channel Management within the SaaS, enterprise software, or cybersecurity ecosystem.
• Deep understanding of the channel landscape, Tier-2 partner networks, and distributor operating models across the Nordic region (e.g., Sweden, Norway, Denmark, Finland).
• Strong sales-oriented mindset with the ability to actively drive revenue programs rather than just manage operational workflows.
• Ability to work autonomously and strategically navigate mature, highly competitive Nordic tech markets.
• Fluency in English and at least one Nordic language (Swedish or Norwegian strongly preferred).
• Excellent negotiation, cross-cultural, and stakeholder management skills.
• Proven track record of operational execution and hitting quota targets.
• Location Priority: Based in Sweden or Norway.

• Track record in network security, cloud security, or security operations (SecOps) is a significant advantage.
• Direct technology vendor experience handling major IT distributors in Northern Europe (e.g., Arrow, Ingram Micro, TD SYNNEX, Exclusive Networks).