Sr Manager / Director, Channel Sales - Northern Europe

Company Description

Our Mission

At Palo Alto Networks® everything starts and ends with our mission:

Being the cybersecurity partner of choice, protecting our digital way of life.

We have the vision of a world where each day is safer and more secure than the one before. These aren’t easy goals to accomplish – but we’re not here for easy. We’re here for better. We are a company built on the foundation of challenging and disrupting the way things are done, and we’re looking for innovators who are as committed to shaping the future of cybersecurity as we are.

Disruption is at the core of our technology and on our way of work to meet the needs of our employees now and in the future through FLEXWORK, our approach to how we work. We’re changing the nature of work from benefits to learning, location to leadership, we’ve rethought and recreated every aspect of the employee experience at Palo Alto Networks. And because it FLEXes around each individual employee based on their individual choices, employees are empowered to push boundaries and help us all evolve.

Job Description

Your Career

The Sr. Manager/Director, Channel Business, Northern Europe (NEUR), will manage the channel team across all Benelux, Scandinavian countries and the Baltics. The successful candidate will have experience of managing an international channel team and complex globally matrixed business with a strong focus on Distribution and Partners, enablement, growth and innovation. They will have sufficient market insight and revenue track record with the desired channel base to hit the ground running. They will also have taken a business through consistent 30%+ growth.

The Sr. Manager/Director, Channel Business NEUR is a key individual within the EMEA Channel Management team and will be responsible for defining and implementing the channel business strategy in the region, with the dual goals of growing top-line revenues through generation of scalable, repeatable, structured channel relationships.

The Sr. Manager//Director, Channel Business NEUR reports directly to the Regional Vice President and dotted to the Global Channel VP. They will carry the complete sales quota for the region and therefore have a shared responsibility for accurate and timely forecasting in SFDC and will work closely with the RVP and SE Director accordingly.

We are open for this role to be based in the Netherlands, Belgium, Sweden or Finland. 

Your Impact

• Oversee channel client portfolio

• The successful candidate will need to take ownership of a team which will require them to leverage and continue Palo Alto Network’s significant partner momentum through Distribution, VAR and SI’s in the region

• Participate in the development and execution of partner strategies

• Engage with partners and build relationships

• Establish and develop broad, high value key partner executive relationships

• Build and retain a world-class channel sales organization and contribute to the overall leadership of the region

• Lead the channel sales teams to develop, implement and execute a sound strategic plan designed to achieve the growth and profitability goals established by the CEO and the Board of Directors

• Rapidly gain acceptance within Palo Alto Networks major partners as a strong, professional manager who can provide clear leadership for the channel business in NEUR

• Inspire company performance, instil the mission and goals, and set the stage for the acquisition, retention and management of superior talent throughout the organization

• Be the company’s “link” to partners, SI’s and other stakeholders in the region

• Drive continuous change and flexibility in the organization while at the same time instituting discipline and rigor in daily business operations

• Take direct and hands-on responsibility for the delivery of revenue and profit targets for the NEUR partners region as agreed, whilst ensuring a stable infrastructure to service the business as it grows

• Ensure corporate infrastructure is in place to support growth and local/global initiatives

• Act as a regional champion and change agent for corporate sponsored channel programs to be rolled out in the region

• Develop and execute local strategic initiatives to achieve regional objectives aligned with global initiatives

• Oversee the development and implementation of marketing and sales programs to facilitate accelerated growth and profitability within the channel

• In accordance with corporate guidelines, establish appropriate local policies and practices

• Maintain appropriate reporting systems to participate in meetings and business reviews

• Represent channel business in the region internally

• Help define and implement management practices that are dynamic and attractive to best in class employees-Ensure on-boarding, training and professional development plans are in place to drive high employee achievement and loyalty

• Support development of communications strategies through-out the region

• Drive employee satisfaction by leveraging key talent development tools, employee surveys, and compensation and rewards systems-Develop a plan to manage turnover at all levels

Qualifications

Your Experience

• Well developed people management skills, combined with significant cyber security passion, drive, energy levels and ambition

• Highly commercial in orientation, with a strong focus on the partner led customer engagement and a clear commitment to generating top- line growth

• Self-starter, with a very high work rate and able to “get things done” without constant recourse to the channel VP

• Analytical - a clear thinker who can recognize critical issues and focus attention accordingly

• Be naturally strategic as well as "hands-on"

• This individual must be a forward thinker who is extremely focused and capable of creating an evolving strategy to meet and anticipate both near and long-term development issues

• Metrics and results driven

• AA decisive manager with a passion for the business and a real sense of urgency

• Excellent communication skills

• Leading by example, this individual, when necessary, will not hesitate getting into the details of the business

• Strong creative and conceptual skills; an exceptional ability to prioritize and juggle multiple tasks simultaneously

• International in outlook with an understanding of cultural differences and sensitivity to the nuances of different International marketplaces

• Highly ambitious (but pragmatically and realistically so) both on a personal and business level

• Possess the skills and personality to operate effectively in a very fast-paced complex business

• Impeccable character and high ethical standards

• Absolute integrity, honesty, intensity and passion

Additional Information

The Team

Our Sales team members work hand in hand with large organizations around the world to keep their digital environments protected. We educate, inspire, and empower our potential clients in their journey to security.

As part of our Sales team, you are empowered with unmatched systems and tools, constantly updated research and sales libraries, and a team built on joint success. You won’t find someone at Palo Alto Networks who isn’t committed to your success — everyone pitches in to assist when it comes to solutions selling, learning, and development. As a member of our Sales team, you are motivated by a solutions-focused sales environment and find fulfillment in working with clients to resolve incredibly complex cyberthreats.

Our Commitment

We’re trailblazers that dream big, take risks, and challenge cybersecurity’s status quo. It’s simple: we can’t accomplish our mission without diverse teams innovating, together.

Palo Alto Networks is evolving and changing the nature of work to meet the needs of our employees now and in the future through FLEXWORK, our approach to how we work. From benefits to learning, location to leadership, we’ve rethought and recreated every aspect of the employee experience at Palo Alto Networks. And because it FLEXes around each individual employee based on their individual choices, employees are empowered to push boundaries and help us all evolve, together.

We are committed to providing reasonable accommodations for all qualified individuals with a disability. If you require assistance or accommodation due to a disability or special need, please contact us at accommodations@paloaltonetworks.com.

Palo Alto Networks is an equal opportunity employer. We celebrate diversity in our workplace, and all qualified applicants will receive consideration for employment without regard to age, ancestry, color, family or medical care leave, gender identity or expression, genetic information, marital status, medical condition, national origin, physical or mental disability, political affiliation, protected veteran status, race, religion, sex (including pregnancy), sexual orientation, or other legally protected characteristics.