Channel Business Manager

Service Provider Business Manager (SPBM) For Deutsche Telekom

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.

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.

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.

Qualifications

• Telco & SI Expertise: Proven track record in Channel Management, Partner Management, or Strategic Account Management handling major Telecommunications providers or global Systems Integrators (experience directly managing Deutsche Telekom, T-Systems, or similar Tier-1 carriers is highly preferred).
• Language Skills: Full professional fluency in German and English (written and verbal) is strictly required.
• Regional Market Knowledge: Deep understanding of the DACH and CEUR enterprise IT landscape, including the specific procurement behaviors of the German Mittelstand versus multinational corporate enterprises.
• Business Model Acuity: Strong expertise in Telco/SI operating models, including Sell-Through, Sell-With, and Managed Security Service Provider (MSSP) consumption models.
• Cybersecurity Industry Knowledge: Solid understanding of the network security, cloud security, and Next-Gen SOC landscapes.
• Influencing & Negotiation: Exceptional relationship-building skills with a consistent track record of leading complex, multi-stakeholder sales situations, orchestrating large deals, and resolving conflicts gracefully.
• Strategic Execution: Highly proactive "owner" mindset with the ability to think creatively, build business cases, and communicate with executive-level clarity.

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 View email address on click.appcast.io.

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.