Channel Business Manager

• Own the strategic relationship with our largest SP across Germany and the Central Europe (CEUR) region
• Drive measurable results in increased revenue, market share, and deep alignment within DT
• Create and execute a unified, multi-regional business plan
• Build a robust, predictable deal pipeline with Deutsche Telekom / T-Systems International and own joint revenue outcomes
• Develop and execute comprehensive business plans in close collaboration with the Global Account Director
• Partner with DT to design, develop, and activate managed security services (MSSP) and cloud security offerings
• Formulate and deliver compelling value propositions that inspire DT's sales leadership, account managers, and technical teams
• Provide clear, consistent communication and governance across Germany and the CEUR countries
• Drive institutionalized co-selling behaviors between Palo Alto Networks' field sales teams and DT's sales forces
• Lead regular quarterly business reviews (QBRs), performance assessments, and relationship reviews with senior management and executive stakeholders
• Maintain precise tracking of partner activity, pipeline hygiene, and key performance indicators (KPIs) through dashboards and CRM tools.

• 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)
• Full professional fluency in German and English (written and verbal) is strictly required
• Deep understanding of the DACH and CEUR enterprise IT landscape, including the specific procurement behaviors of the German Mittelstand versus multinational corporate enterprises
• Strong expertise in Telco/SI operating models, including Sell-Through, Sell-With, and Managed Security Service Provider (MSSP) consumption models
• Solid understanding of the network security, cloud security, and Next-Gen SOC landscapes
• Exceptional relationship-building skills with a consistent track record of leading complex, multi-stakeholder sales situations, orchestrating large deals, and resolving conflicts gracefully
• Highly proactive 'owner' mindset with the ability to think creatively, build business cases, and communicate with executive-level clarity.

Experience directly managing Deutsche Telekom, T-Systems, or similar Tier-1 carriers