Country Manager, Italy & Malta

Company Description

• Our Mission

At Palo Alto Networks, everything starts and ends with our mission: Being the cybersecurity partner of choice, protecting our digital way of life.

We envision a world where each day is safer and more secure than the one before. Achieving these goals is challenging, but we’re committed to innovation and disruption in cybersecurity. We seek forward-thinking individuals who are passionate about shaping the future of cybersecurity.

Disruption is central to our technology and our work culture. Through FLEXWORK, our flexible approach to work, we are transforming the employee experience—benefits, learning, location, leadership—empowering our team to push boundaries and evolve together.

Job Description

Reporting to the VP of Southern Europe, the Country Manager for Italy & Malta will develop and execute the GTM strategy to drive growth in these regions. The focus will be on selling large, complex platform solutions to large enterprises, F1000, and global accounts, contributing significantly to the company's revenue.

You will oversee the GTM and Channels teams, collaborating with leaders across Sales, Engineering, HR, Marketing, and Sales Operations. You will also work closely with the executive teams at HQ and EMEA to strengthen strategic account relationships and elevate our presence at the C-level.

Your Impact

• Develop and execute a regional business plan to exceed revenue targets and build a qualified pipeline.
• Leverage customer momentum through high-touch, relationship-based technology sales.
• Collaborate with Sales Engineering and Professional Services to create comprehensive solution proposals.
• Maintain accurate weekly sales forecasts and pipeline management.
• Ensure territory and account plans are aligned with the company's value proposition.
• Monitor and support District Sales Managers in their activities, including follow-up on marketing leads and leveraging personal networks.
• Build and maintain alliances with key regional partners.
• Promote the Palo Alto Networks Enterprise Security Platform within end-user, SI, and partner communities; act as a regional ambassador.
• Represent the company externally through speaking engagements, seminars, press briefings, and regional marketing initiatives.
• Develop sales and pre-sales managers through leadership programs and mentoring.

Qualifications

Your Experience

• Proven success in selling and positioning enterprise solutions at a senior business level, especially with challenger companies.
• Ability to engage, negotiate, and secure relationships with CXO-level decision-makers in target markets.
• Experience managing teams of 3+ sales managers covering large enterprise clients in the security sector.
• Strong relationships with channel partners and understanding of a channel-centric go-to-market approach.
• Consistent overachievement of quarterly and annual sales targets.
• Experience in high-tech enterprise sales with leading tech companies, with a track record of exceeding targets.
• Knowledge of current cybersecurity trends and key industry vendors is a plus.
• Excellent communication skills, comfortable with high-level decision-makers and presentations to executive audiences.
• Experience working directly with C-level clients and industry partners.
• Strong executive presence and strategic thinking to serve as a trusted business partner.
• Proven leadership in building, developing, and recruiting high-performance, diverse teams.