Channel 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

Job Summary

As the Service Provider Business Manager (SPBM) for Deutsche Telekom (DT - primarily with T-Systems International), you will own the strategic relationship with our largest SP across Germany and the Central Europe (CEUR) region.

Your role centers on driving measurable results in increased revenue, market share, and deep alignment within DT (primarily with T-Systems International). Your success will span the creation and execution of a unified, multi-regional business plan. You will be measured on the joint business executed with Deutsche Telekom at both an international and regional level, working at the heart of the DT account teams. You will collaborate closely with internal stakeholders, including the Global Account Director for DT, Regional Sales Directors, and Core Account Teams across Germany and CEUR.

Your focus will be to drive enhanced strategic alignment, institutionalize co-selling models, and execute with excellence across complex account planning and pipeline management for all joint Sell-Through and Managed Security Services (MSSP) opportunities.
Key Responsibilities

-
Pipeline & Revenue Ownership: Build a robust, predictable deal pipeline with Deutsche Telekom / T-Systems International and own joint revenue outcomes across Germany and the CEUR region.

-
Strategic Joint Business Planning: Develop and execute comprehensive business plans in close collaboration with the Global Account Director, aligning Palo Alto Networks ’ platforms with DT’s corporate strategy.

-
Go-To-Market (GTM) & Service Creation: Partner with DT to design, develop, and activate managed security services (MSSP) and cloud security offerings based on our emerging and established technologies, driving scalability and market differentiation.

-
Value Proposition Design: Formulate and deliver compelling value propositions that inspire DT’s sales leadership, account managers, and technical teams to prioritize and promote Palo Alto Networks solutions.

-
Cross-Regional Execution: Provide clear, consistent communication and governance across Germany and the CEUR countries to ensure seamless execution of localized sales plays while maintaining a unified regional strategy.

-
Sales Alignment & Co-Selling: Drive institutionalized co-selling behaviors between Palo Alto Networks ' field sales teams and DT’s sales forces.

-
Executive Governance: Lead regular quarterly business reviews (QBRs), performance assessments, and relationship reviews with senior management and executive stakeholders on both sides.

-
Data-Driven Insights: Maintain precise tracking of partner activity, pipeline hygiene, and key performance indicators (KPIs) through dashboards and CRM tools.

Qualifica