Distribution Business Manager

Job Summary

About the role

As the Distribution Business Manager (DBM) for Benelux and Nordics, 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.

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.

Key Responsibilities

• Distribution Management: Own the end-to-end relationship with our four key distributors across Benelux and Nordics, managing processes, logistics, and operational excellence.
• DMP Growth: Build and execute unique 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.
• 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

Required Qualifications:

• Proven track record in Distribution Management within the SaaS or cybersecurity enterprise ecosystem.
• Experience working with major distributors in the Benelux and/or Nordics region.
• Strong sales-oriented mindset with the ability to drive programs rather than just manage them.
• Deep understanding of the Benelux and/or Nordics distribution landscape and partner operating models.
• Strong initiative and the ability to think creatively to solve complex business challenges.
• Fluent Dutch and English are required; proficiency in any Scandinavian language will be an extra asset.
• Excellent negotiation and stakeholders management skills.

Preferred Qualifications:

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

Immigration Sponsorship

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