[Hiring] Distribution Business Manager @Palo Alto Networks

Role Description

As the Distribution Business Manager (DBM) for Benelux, you will be a strategic pillar of our channel sales organization. You will focus on managing relationships with our major distributors to achieve measurable results in revenue and market share. Your primary objective is to drive the Distribution Managed Partner (DMP) segment, ensuring our distributors are equipped with the tools and knowledge to succeed. You will be driving complex program management and enablement. We are looking for an energetic leader with a strong sales attitude who can design and execute high-impact campaigns, roadshows, and events to expand our market reach.

Key Responsibilities

• Distribution Management: Own the end-to-end relationship with our four key distributors across Benelux, managing processes, logistics, and operational excellence.
• DMP Growth: Build and execute unique business plans to drive revenue outcomes specifically within the Disti Managed Partner (DMP) segment.
• Program & Campaign Execution: Design and lead high-energy initiatives, including marketing programs, sales campaigns, roadshows, and partner events.
• Operational Excellence: Ensure high performance in core distribution functions, including timely quoting and efficient PO processing.
• Enablement: Drive partner enablement programs to ensure distributors can effectively promote 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 with senior management at the distributors to track activity against dashboards and KPIs.

Qualifications

• Proven track record in Distribution Management within the SaaS or cybersecurity enterprise ecosystem.
• Experience working with major distributors in the Benelux region.
• Strong sales-oriented mindset with the ability to drive programs rather than just manage them.
• Deep understanding of the Benelux distribution landscape and partner operating models.
• Strong initiative and the ability to think creatively to solve complex business challenges.
• Fluent in English is required; proficiency in Dutch or French is highly preferred.
• Excellent negotiation and stakeholder management skills.

Requirements

• Track record in the network security or cloud security or security operations industry is considered a significant advantage.
• Vendor experience.

Benefits

• We’re trailblazers that dream big, take risks, and challenge cybersecurity’s status quo.
• We are committed to providing reasonable accommodations for all qualified individuals with a disability.