Manager, Channels Domain Consulting, EMEA

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

As the Manager, Channel Domain Consulting (Cortex & SASE (MSSP)), you will lead and mentor a high-performing team of Channel DCs dedicated to empowering Palo Alto Networks’ ecosystem of partners, Managed Security Service Providers (MSSPs), SPs, GSIs and Cloud partners, covering the EMEA region.

In this role, you will bridge technical vision with Go-To-Market (GTM) execution—driving technical alignment, partner enablement, solution integration, and revenue generation - working closely and ensuring the seamless collaboration between our Sales and Partners teams. You will be directly responsible for leading our technical strategy across the Cortex & SASE portfolio, incl. Cloud MSSP business, ensuring our partners are equipped to deliver cutting-edge security solutions to the market.

Key Responsibilities

Team Leadership & Talent Development

• People Management: Identify, recruit, and hire top-tier technical talent. Manage and mentor team members to foster professional growth and develop them into industry-leading Channel DCs.
• Solution Champions: Identify key technical talent within partner organizations and lead structured programs to groom them into Palo Alto Networks (PANW) Solution Champions.
• Direct Mentorship: Actively engage alongside team members in "must-win" sales opportunities to mentor partner technical resources through complex technical engagements.

Strategic Partner Alignment & GTM Integration

• Technical Vision: Craft and deliver a compelling technical vision that aligns partner offerings, GTM motions, and core strengths with the Palo Alto Networks solution portfolio.
• Cortex & Cloud MSSP Business Ownership: Drive technical strategy, architecture standards, and service creation for the Cortex Cloud MSSP line of business.
• Solution Integration: Oversee the integration of Palo Alto Networks technology into partner offerings, including: Developing reference architectures and comprehensive solution documentation. Validating and testing multi-vendor solution integrations. Building physical/virtual labs, sandboxes, and interactive demo environments.
• Field Collaboration: Align team operations with internal PANW SC & DC teams to ensure smooth co-selling and successful partner engagements. Elevated visibility of partner solutions to the broader PANW field.

Partner Enablement, Certification & Program Management

• Enablement Programs: Design and execute structured enablement programs ensuring partner technical teams stay proficient in the PANW portfolio.
• Compliance & Specialization: Manage certification compliance, product updates, and execution of technical sales plays (e.g., Ultimate Test Drives [UTDs], Security Lifecycle Reviews [SLRs]).
• Demand Generation: Lead technical demand generation initiatives, including hosting UTDs, webinars, hands-on workshops, and joint marketing campaigns.
• RFI/RFP Support: Provide high-touch support and strategic oversight for RFIs/RFPs on top partner pursuits.

Voice of the Field & Product Feedback

• Product Management Liaison: Serve as the primary channel advocate internally, synthesized field feedback and market insights directly to PANW Product Management and Engineering teams to influence future product roadmap
  

Qualifications

Required Experience

• Experience managing customer-facing sales engineering or solutions architect teams, ideally supporting channel ecosystems.
• Experience in leading large teams, allocating resources, managing engagements and resource efficiency
• Several years of experience in sales engineering within Zero Trust, Networking, network Security, SaaS Security or SSE/SASE
• Solid understanding of NGFW, Network Security, SASE, CASB, Proxy, DLP and BYOD solutions
• Industry knowledge of security product market trends and directional awareness of our roadmap and technology development efforts
• Experience delivering comprehensive security solutions
• Strong communication (written and verbal) and presentation skills
• Fluency in English, additional European Languages would be highly advantageous
• This role is offered as remote and can be based

• Willingness to travel across the region (EMEA) 50%

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.

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