Director, Channel Sales

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

Job Summary

Your Career

As a key member of the France Sales Leadership Team, you will lead and transform our channel sales organization to exceed regional growth objectives. Reporting directly into the Senior Director Ecosystems SEUR with a strong operational dotted line to the VP Sales France, you will lead a mature team of Channel Business Managers. In this role, you will bridge strategic vision with operational rigor and data‑informed decisions. You will drive Palo Alto Networks’ platformization strategy across France, driving engagement across fast‑growing partner ecosystems. You will be responsible for leading both transformational big deals as well as scaling commercial segments. As a well‑seasoned leader with international exposure, you bring enterprise sales and partner expertise to align seamlessly with direct field leadership, navigate complex matrix organization and roll up your sleeves if needed to drive execution on the ground.

Your Impact

• Field & Channel Alignment: Partner hand‑in‑hand with the VP Sales France to co‑own regional bookings targets, establishing operational alignment between direct field teams and ecosystem partners.
• Senior Talent Leadership & Succession Building: Lead, mentor, and elevate a team of 10+ seasoned Channel Business Managers. Actively build capability, foster high accountability, attract top external talents and build internal growth opportunities with succession plans.
• Strategic Ecosystem Execution: Drive high‑touch executive engagement across key French market partners: Tier‑1 MSSPs/Service Providers, GSIs, VARs and Cloud Hyperscalers.
• Big & Commercial Deal Execution: Co‑sell and orchestrate complex, multi‑million‑euro transformational platform deals, while concurrently building high‑velocity engines to scale down‑market/commercial growth.
• Matrix Integration: Seamlessly leverage global programs, cross‑functional resources, and marketing engines across a complex matrix organization to maximize ROI and partner profitability in France.
• Managed Services & RTM Expansion: Expand recurring revenue motions by accelerating Managed Security Service Provider (MSSP) models, sovereign cloud routes, and platformization (Strata, Cortex, Prisma Cloud) powered by Precision AI.
• Data‑Driven Operational Cadence: Maintain tight forecast discipline, pipeline telemetry, and rigorous sales execution metrics to track partner‑led lead generation, co‑selling performance, and overall business health.

Qualifications

Your Experience

• Enterprise Sales & Partner Track Record: 12+ years of progressive sales experience combining direct enterprise sales leadership with deep, strategic partner/channel management experience within SaaS, Cloud, or Cybersecurity environments.
• French Ecosystem Expertise: Deep understanding of the French IT and cybersecurity landscape, with proven executive‑level relationships across key regional players (SPs, MSSPs, GSIs, VADs, and VARs).
• People Leadership & Talent Development: Proven track record of managing senior, highly experienced individual contributors and establishing clear career pathways and succession planning within enterprise organizations.
• Sales Execution & Hands‑On Mentality: A 'roll up your sleeves' sales leader who comfortably balances executive gravitas with active, hands‑on involvement in structuring and closing complex, multi‑stakeholder deals.
• GTM Versatility: Ability to balance both ends of the market - landing highly complex platform agreements while scaling repeatable GTM engines in the commercial space.
• Matrix & International Exposure: Demonstrated success operating within multinational technology organizations, collaborating effectively across global program owners, marketing teams, and international leadership.
• Data‑Driven & Rigorous Execution: Highly analytical mindset with a sharp focus on pipeline telemetry, rigorous forecasti