Distribution Business Manager

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 Distribution Management: Own the end-to-end relationship with assigned distributors across the SEE region, 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 across target SEE countries. Operational Excellence: Ensure high performance in core distribution functions, including timely quoting and efficient PO processing. Enablement: Drive partner enablement programs to ensure regional 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 regional distributors to track activity against dashboards and KPIs. Qualifications Required Qualifications: Proven track record in Distribution or Channel Management within the SaaS or cybersecurity enterprise ecosystem. Deep understanding of the Channel landscape, distributor network, and partner operating models across South East Europe (SEE). Experience working directly with major distributors operating in SEE countries (e.g., Romania, Bulgaria, Serbia, Croatia, etc.). Strong sales-oriented mindset with the ability to drive programs rather than just manage them. Strong initiative and the ability to think creatively to solve complex business challenges in fragmented regional markets. Fluency in English and at least one SEE language (e.g., Romanian, Bulgarian) is required. Excellent negotiation and stakeholder management skills. Proven track record of excellence in execution. Strong communication and interpersonal skills with the ability to bridge cross-border communication gaps. 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. 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. 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.