[Hiring] Distribution Business Manager @Palo Alto Networks

Role Description

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.

Qualifications

• 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.

Preferred Qualifications

• 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).

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.

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 [email protected].

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.

All your information will be kept confidential according to EEO guidelines.

Is role eligible for Immigration Sponsorship? No. Please note that we will not sponsor applicants for work visas for this position.