Service Provider Alliance Manager - Deutsche Telekom

Your Career

You will center your role on relationship management to achieve measurable results in increased revenue, market share, and depth within each partner sales team within Deutsche Telekom. Your success in this role will span the creation and execution of unique business plans with DT. You'll be measured primarily on the joint business executed with these strategic partners at a regional level, working at the heart of the different sales, presales and executive teams.  You will be collaborating with a variety of internal stakeholders including Global / International Account Directors.

Your focus will be to drive enhanced alignment between the sales teams at PAN+DT, as well as driving execution with excellence across account planning and pipeline management on all joint opportunities. 

Your Impact

• Develop and execute business plans in collaboration with the Account Directors, driving all aspects of the partner relationship to maximize growth opportunities and ensuring the partner is well-positioned to deliver successful customer implementations and deployments
• Work well in a team environment to ensure partner and customer satisfaction
• Design a compelling value proposition that inspires this strategic partner to promote our solutions
• Develop/activate services based on our emerging and established technologies increasing revenue growth, and liaise closely with our product teams to innovate new solutions and GTM strategies to drive new ways to differentiate in the market and take market share (drive scale)
• Provide clear and consistent communication (internally and externally) across the region with partners to build strong partnerships throughout your assignment
• Lead regular business performance and relationship reviews with senior management and various stakeholders
• Build and maintain the activity of performance reports and activity dashboards

Your Experience

• Extensive experience in Sales, Channel Management, or Business Development roles within the enterprise software ecosystem and/or network security industry
• Proven experience building, managing and growing relationships within Deutsche Telekom
• Fluency in both English and German languages
• Understanding of the local DACH market, with a focus on the German market
• Understanding of Service Provider operating models
• Knowledge of sales, marketing, and solution development
• Demonstrate strong initiative and ability to think creatively with excellent presentation, written, and overall communication skills
• Consistent track record of leading complex sales situations through negotiation and conflict resolution

The Team

The channel organization at Palo Alto Networks is a strategic pillar for our continued growth within cybersecurity, and a critical component to accomplishing our mission. Channel development is an extension of the territory sales team, with the ultimate goal to train and enable our channel partners to become empowered in the use and sales of our products.

Our Commitment

We’re problem solvers that 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.