Channel Business Manager

Define what’s next in cybersecurity.

Palo Alto Networks is united by a shared mission—to protect our digital way of life. The company brings together innovation and impact to solve real-world problems with cutting-edge technology and bold thinking. Everyone has a voice, and every idea counts. If you’re ready to do meaningful work alongside passionate colleagues, you’re in the right place.

At Palo Alto Networks, employees work to shape the future of cybersecurity. The company’s values are Disruption, Collaboration, Execution, Integrity, and Inclusion, and AI is woven into the fabric of its work to augment the impact every individual can have.

This role is remote, but distance is no barrier to impact. Hybrid teams collaborate across geographies to solve big problems, stay close to customers, and grow together. You will be part of a culture that values trust, accountability, and shared success where your work truly matters.

The Team

The channel organization at Palo Alto Networks is a strategic pillar for continued growth within cybersecurity and a critical component of accomplishing the company mission. Channel development is an extension of the territory sales team, with the ultimate goal of training and enabling channel partners to become empowered in the use and sales of products.

Job Summary

As a Channel Business Manager, you will focus on strategic relationship management to achieve measurable growth in revenue and market share with assigned Partner Accounts. Success in this role will be defined by creating and executing unique business plans with each partner, primarily measured by the business generated with VAR, GSI, and MSSP partners. You will drive alignment between internal and partner sales teams, executing with excellence on account planning and pipeline management to develop strategic partnerships.

Key Responsibilities

• Develop and execute strategic business plans in collaboration with Account Directors, driving all aspects of the partner relationship to maximize growth and ensure successful customer deployments.
• Proactively collaborate with internal stakeholders and product teams to ensure partner and customer satisfaction while accomplishing shared objectives.
• Design and articulate compelling value propositions that inspire strategic partners to promote and prioritize solutions.
• Drive the activation and development of partner services based on company technologies, innovating new GTM strategies to increase market share.
• Provide clear and consistent communication across the region to build and strengthen partnerships with all stakeholders.
• Lead regular business performance and relationship reviews with senior management and key internal and external stakeholders.
• Build and maintain performance reports and activity dashboards to accurately track progress against joint business plans.

Qualifications

Required Qualifications

• Fluent Dutch and English are must-have.
• Proven experience in Channel Management or Business Development roles within the enterprise software or network security industry.
• In-depth understanding of the Netherlands channel landscape.
• Consistent track record of managing and growing partners in the Netherlands.
• Strong business acumen and collaboration.
• Excellent presentation, written, and overall communication skills with the ability to think creatively.
• Deep understanding of Service Provider (SP), Global System Integrator (GSI) and Managed Security Service Provider (MSSP) operating models.
• Experience working in a fast-paced, matrixed organization.