Channel Business Manager, Service Providers - SASE


Palo Alto Networks

Dortmund, Germany
Full Time
3y ago

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. 

We’re changing the nature of work. Palo Alto Networks is evolving 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.

Job Description

Your Career 

Prisma SASE is the industry’s most complete SASE (Secure Access Service Edge) solution with industry-first innovations and a full set of best-of-breed capabilities: Firewall as a Service (FWaaS), Secure Web Gateway (SWG), Cloud Access Security Broker (CASB), Zero Trust Network Access (ZTNA) and Software-defined WAN (SD-WAN).

As the Channel Business Manager MSSP/ISP, you will be responsible for the company’s managed services SASE business with the company’s service provider partners, with the goal of growing the company’s market share by building the “as-a-Service” product delivery ecosystem.

This is a “build it from ground up” opportunity that will have a significant impact on our business as a whole. Are you ready to roll up your sleeves? You will have the responsibility for educating the field on the managed services business and SASE solutions, proving subject matter expertise in existing and new opportunities and relationships. 

Your Impact 

  • Direct ownership of development and management of the company's managed services SASE business through the service provider partners
  • Definition, roll out, and lifecycle management of the SASE commercial offers to the service provider partners, including commercial models, integration, service creation, and business development playbooks
  • Focus on developing top European opportunities with service provider partners in close collaboration with field sales and speedboat teams
  • Work closely with product teams to develop and execute managed services commercialization strategy for the company's SASE products, as well as provide input on key product requirements in support of the strategy and pursuit of new market opportunities
  • Collaborate with product, channel, field sales, finance, sales operations, SP operations, & CTO


Your Experience 

  • Successful prior experience in managing and operating corporate business development or sales programs on a European basis
  • Strong understanding of the Service Provider & telco ecosystem and business models 
  • Experience of networking, virtualisation or WAN optimisation
  • Understanding of SASE, the industry players and competitive situation
  • Experience in building and operating partner and managed services optimised business models 
  • Prior experience in defining and rolling out operational processes across matrix organizations 
  • Strong executive communication and presentation skills in German and English

Additional Information

The Team 

We work hand-in-hand with organizations around the world as they move to a more secure environment. As part of the Global Service Provider team, you find and create opportunities, forming relationships with organizations seeking a trusted partner. 

You are empowered with unmatched systems and tools, including constantly updated research and sales libraries and a team built on joint success. You won’t find someone at Palo Alto Networks that isn’t committed to your success – with everyone pitching in to assist when it comes to solutions selling, learning, and development. 

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.

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