Senior Manager, Channel Sales

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 lead and transform our channel sales organization in the Alps region (Switzerland and Austria) to align with Palo Alto Networks’ vision: securing the digital enterprise via integrated, platform-led cybersecurity spanning Zero Trust Network Security (Strata), Cloud Security and AI-driven Security Operations (Cortex) as well as Identity Security (Idira).

You will be a member of our sales leadership team, managing a high-performing team of Channel Business Managers (CBMs) to accelerate bookings, expand recurring cloud/SaaS revenue, and scale our Next-Wave partner ecosystem (MSSPs, GSIs, Cloud Service Providers, and Specialized Security Partners).

You thrive in high-growth, highly collaborative environments and possess the executive presence required to engage top-tier partner C-suites across Zurich, Vienna, and beyond.

Key Responsibilities

• Drive Ecosystem Growth & Revenue Outcomes: Own the regional channel quota across Switzerland and Austria. Drive net-new customer acquisition and expansion through platform-led co-selling across Strata, Cortex, Idira.
• Modernize Partner Capabilities: Shift partner models from traditional transactional reselling to high-margin managed security services (MSSP), cloud consulting, and specialized SOC transformations leveraging Palo Alto Networks platforms.
• Lead & Empower High-Performing Teams: Coach, mentor, and develop a regional team of CBMs, fostering an inclusive, accountable, and high-energy culture focused on value-based selling and career growth.
• Strategic Ecosystem Alignment: Build strong joint go-to-market (GTM) business plans with key regional partners, Global System Integrators (GSIs), Hyperscalers (AWS, Azure, GCP), and strategic distributors in the Alps market.
• Cross-Functional Collaboration: Partner closely with Enterprise District Sales Managers, Commercial Leads, Systems Engineering, and Field Marketing to execute unified account strategies and seamless co-sell motions.
• Data-Driven Execution & Forecasting: Drive operational excellence with accurate weekly/monthly pipeline forecasting, partner-led deal tracking, and telemetry-backed channel performance metrics.
• Market Presence & Executive Engagement: Serve as the executive voice of Palo Alto Networks within the Alps partner community, representing the brand at industry events, partner roundtables, and high-stakes deal negotiations.

Qualifications

• People Leadership: 5+ years of direct sales management experience leading channel, ecosystem, or enterprise sales teams with a proven track record of hiring, coaching, and retaining top-tier talent.
• Cybersecurity/SaaS Expertise: Deep understanding of modern cybersecurity domains (Zero Trust, SASE, Cloud Native Security, SecOps, PAM/IAM) and consumption models (SaaS, Managed Services, Enterprise Agreements).
• Alps Market Knowledge: Demonstrated understanding of the business culture, compliance landscapes, and enterprise IT ecosystem in Switzerland and Austria. Strong existing C-level relationships across regional partners, GSIs, and MSSPs.
• Strategic Partner Motion: Proven ability to drive complex co-sell and ecosystem strategies, specifically aligning with Cloud Hyperscalers, MSSPs, and System Integrators.
• Strategic & Hands-On Execution: A balanced "player-coach" mindset, capable of driving high-level strategy with regional executive teams while stepping in to help close complex strategic partner deals.
• Languages: Business-fluent German and English (written and spoken) are required; French capability is a strong advantage for the Swiss market.
• Travel: Willingness to travel up to 40% across Switzerland, Austria, and regional European headquarters.

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 accommodations@paloaltonetworks.com.

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.