Channel Business Manager - CDW

Our Mission

At Palo Alto Networks®, we’re united by a shared mission—to protect our digital way of life. We thrive at the intersection of innovation and impact, solving real-world problems with cutting-edge technology and bold thinking. Here, everyone has a voice, and every idea counts. If you’re ready to do the most meaningful work of your career alongside people who are just as passionate as you are, you’re in the right place.

Who We Are

In order to be the cybersecurity partner of choice, we must trailblaze the path and shape the future of our industry. This is something our employees work at each day and is defined by our values:
Disruption, Collaboration, Execution, Integrity, and Inclusion. We weave AI into the fabric of everything we do and use it to augment the impact every individual can have. If you are passionate about solving real-world problems and ideating beside the best and the brightest, we invite you to join us!

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

Job Summary

In this role, you will focus on strategic relationship management to achieve measurable growth in revenue and market share with assigned Partner Accounts. Your success will be defined by creating and executing unique business plans with CDW. You will drive alignment between internal and CDW's partner sales teams, executing with excellence on account planning and pipeline management to develop our strategic partnerships.

• 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 our solutions.
• Drive the activation and development of partner services based on our 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

• Bachelor's degree with 8 years of experience, or Master's degree with 6 years of experience, or PhD with 3 years of experience in a related field.
• Proven experience in Channel Management or Business Development roles within the enterprise software or network security industry.
• Consistent track record of leading complex sales situations through successful negotiation and conflict resolution.
• Strong business acumen and experience with sales, marketing, and solution development.
• Excellent presentation, written, and overall communication skills with the ability to think creatively.

• Direct experience and understanding of the Central Europe region (Germany, Austria, Switzerland).
• Deep understanding of Service Provider (SP) and Global System Integrator (GSI) operating models.
• Experience working in a fast-paced, matrixed organization.

Compensation Disclosure

The compensation offered for this position will depend on qualifications, experience, and work location. For candidates who receive an offer at the posted level, the…