Director, Channel Sales - France

Palo Alto Networks, Inc.; Paris; À distance; EUR 130 000 - 180 000; Plein temps

Résumé du poste

Palo Alto Networks France seeks a senior sales leader to transform our channel business and exceed regional growth objectives. You will lead a mature team of Channel Business Managers, reporting to the Senior Director Ecosystems SEUR with a dotted line to the VP Sales France, and drive alignment between direct field teams and ecosystem partners.

You will shape the platformization strategy across France, orchestrate multi-million-euro deals, and scale commercial segments while maintaining

Qualifications

• 12+ years of progressive sales leadership with direct enterprise sales and strong partner/channel management in SaaS, Cloud, or cybersecurity.
• Deep understanding of the French IT and cybersecurity landscape with executive relationships.
• Proven track record leading senior contributors and creating clear career paths.
• Hands-on leader who balances executive presence with close involvement in structuring and closing complex deals.
• GTM versatility to manage platform agreements and scalable commercial engines.
• Experience operating in multinational tech firms with cross-functional and international collaboration.
• Fluent French and English; MBA or advanced degree an advantage.

Responsabilités

• Co-own regional bookings targets and align direct field teams with ecosystem partners.
• Lead, mentor, and grow a 10+ channel business managers team.
• Drive executive engagement with Tier-1 MSSPs, GSIs, VARs, and cloud hyperscalers.
• Co-sell and orchestrate multi-million-euro platform deals while scaling down-market growth.
• Leverage global programs and marketing engines within a matrix organization.
• Expand MSSP and sovereign cloud initiatives, platformization across Strata, Cortex, Prisma Cloud.
• Maintain forecast discipline and pipeline metrics for partner-led growth.

Connaissances

Enterprise Sales

Partner Management

People Leadership

Sales Execution

GTM Versatility

Matrix & International Exposure

Data-Driven & Rigorous Execution

French & English

Formation

Bachelor’s Degree

Description du poste

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.