Director, Channel Sales

Palo Alto Networks, Inc.; Paris; Remote; EUR 180,000 - 210,000; Full time

Job summary

Palo Alto Networks, Inc. is seeking a Director of Channel Sales for France. This fully remote role (with Paris location) leads a mature team of Channel Business Managers and drives platformization and partner engagement across France.

You will own regional bookings targets, coordinate with direct field leadership, and scale both transformational deals and high-velocity growth engines. French and English fluency are required, with deep enterprise and partner management experience.

Qualifications

• Enterprise sales leadership across SaaS/Cloud/Cybersecurity.
• Strong French market ecosystem knowledge and relationships.
• Proven track record in people leadership and succession planning.
• Hands-on sales leadership with complex- deal experience.
• GTM versatility balancing enterprise and commercial engines.
• International/matrix company experience with cross-functional collaboration.
• Data-driven discipline with forecasting accuracy and cadence.
• Native/fluent French and fluent English required.

Responsibilities

• Co-own regional bookings targets with VP Sales France and align direct and partner teams.
• Lead and mentor 10+ Channel Business Managers; build growth opportunities and succession plans.
• Drive high-touch executive engagement with Tier-1 partners, MSSPs, GSIs, VARs, CSPs.
• Co-sell and orchestrate multi-million euro platform deals while also scaling mid-market growth.
• Leverage global programs and marketing engines across a matrix organization for ROI.
• Expand MSSP models and managed services with platformization across France.
• Maintain forecast discipline and pipeline telemetry to track partner-led performance.

Skills

Enterprise sales

Channel management

French ecosystem

Talent development

Executive engagement

Complex deals

Data-driven forecasting

French & English

Education

Bachelor’s degree in Business/CS

Job description

Director, Channel Sales - France

Location: Paris, France

Remote Type: Yes

Time Type: Full time

Job Description

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

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 forecasting accuracy, and clear operational cadences.
• Languages: Native/fluent French and fluent English required.
• Education: Bachelor’s degree in Business, Computer Science, or equivalent practical experience; MBA or relevant advanced degree is an advantage.

Additional information

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 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 [e-mail].

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.