Distribution Business Manager

This is a fully remote position, open to applicants in Romania, +3 more countries.

📋 Description

• Manage the complete relationship with designated distributors throughout the SEE region, overseeing processes, logistics, and operational excellence.

• Develop and implement business plans aimed at achieving revenue targets within the Distribution Managed Partner (DMP) sector.

• Create and lead marketing initiatives, sales campaigns, roadshows, and partner events in targeted SEE countries.

• Ensure optimal performance in essential distribution tasks, including prompt quoting and effective purchase-order processing.

• Facilitate partner enablement programs so that regional distributors can effectively promote and support Palo Alto Networks solutions.

• Work closely with internal stakeholders and regional sales teams on account planning and pipeline management for collaborative opportunities.

• Conduct regular business reviews with senior management at regional distributors, monitoring activities against dashboards and key performance indicators (KPIs).

⛳️ Requirements

• Demonstrated success in Distribution or Channel Management within the SaaS or cybersecurity enterprise environment.

• Comprehensive knowledge of the Channel landscape, distributor network, and partner operating models across South East Europe (SEE).

• Experience engaging directly with major distributors in SEE countries, including Romania, Bulgaria, Serbia, and Croatia.

• Strong sales-driven mindset capable of advancing initiatives rather than merely overseeing them.

• High initiative and the ability to think innovatively to address complex business challenges in fragmented regional markets.

• Proficiency in English and at least one SEE language, such as Romanian or Bulgarian.

• Exceptional negotiation and stakeholder management abilities.

• Proven history of excellence in execution.

• Strong communication and interpersonal skills with the capability to bridge cross-border communication gaps.

• Experience in the network security, cloud security, or security operations industry is a notable advantage.

• Vendor experience is a plus.

• Candidates must not require immigration sponsorship; the company will not provide work visa sponsorship for this role.

🏝️ Benefits

• Reasonable accommodations for qualified individuals with disabilities or special needs.

• Equal opportunity employment.

• Confidential handling of applicant information in accordance with EEO guidelines.