Job SummaryYour CareerAs a Channel Business Manager (CBM) for our Canadian Ecosystems team, you will center your role on high-impact relationship management to achieve measurable results in increased revenue, market share, and platform adoption across the Canadian landscape. Your success in this role will span the creation and execution of unique, localized business plans with premier regional and global partners. This segment is an ecosystem-reliant, platform-led sales motion requiring deep monetization of modern channel plays.
The ideal candidate will be a master of large deal construction, seamlessly aligning partner capability with internal Palo Alto Networks sales stakeholders to capture market momentum. You'll be measured primarily on the joint business executed with each partner, working across all levels of partner organizations to develop long-term, "outcome where everybody wins" scaling strategies.
Your Impact- Ecosystem Strategy & Alignment: Develop and execute an advanced regional ecosystem strategy in strict alignment and lockstep with internal regional sales stakeholders and enterprise patch leaders.
- GSI & CSP Management: Drive pipeline generation, sales accountability, and multi-vendor co-sell motions with Global Systems Integrators (GSIs) and Cloud Service Providers (CSPs) to capture cloud marketplace momentum.
- Large Deal Construction: Architect and negotiate complex, large-scale commercial structures, programmatic bundling, and specialized partner-led incentives to secure high-margin platformization wins.
- Maximize Growth Opportunities: Deepen partner executive relationships to maximize joint growth pipelines, ensuring partners are highly specialized and positioned to deliver successful customer implementations.
- Team Collaboration: Work dynamically in a matrixed team environment to ensure partner profitability, technical self-sufficiency, and absolute customer satisfaction.
- Compelling Value Propositions: Design and articulate compelling, platform-centric value propositions that inspire national partners to prioritize our security architecture over legacy point-solutions.
- Executive QBRs & Performance Tracking: Lead regular business performance, pipeline pipeline health, and relationship reviews with senior ecosystem management and regional sales stakeholders.
- Data-Driven Governance: Maintain meticulous activity dashboards and performance reports within SFDC to monitor deal registration compliance and funnel coverage.
Qualifications - Proven Track Record: Five to seven years of progressive channel management, alliance management, or ecosystem co-sell experience directly supporting complex enterprise and commercial territories.
- GSI & Hyperscaler Expertise: Demonstrated experience building and scaling go-to-market motions alongside premium GSIs (e.g., Deloitte, PwC, IBM, Kyndryl) and CSPs (AWS, Microsoft Azure, Google Cloud).
- Deal Crafting Sophistication: Proven expertise in complex, large-deal financial construction, contract negotiation, and multi-party alignment through conflict resolution.
- Sales Matrix Mastery: Ability to establish deep, trusted-advisor relationships with internal sales directors, enterprise account managers, and systems engineering leaders to execute a unified territory plan.
- Channel Operational Knowledge: Solid understanding of modern channel operating models, cloud partner private offers (CPPOs), MSSP frameworks, and market development fund (MDF) deployment.
- Executive Communication: Elite initiative and the ability to think creatively, backed by exceptional presentation, written, and cross-functional corporate communication skills.
The TeamThe 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 a direct extension of the territory sales team, with the ultimate goal to train, enable, and empower our channel partners to become entirely autonomous in the use, architecture, and sales of our platform portfolio.
Compensation DisclosureThe compensation offered for this position will depend on qualifications, experience, and work location. For candidates who receive an offer at the posted level, the starting base salary (for non-sales roles) or base salary + commission target (for sales/com-missioned roles) is expected to be the annual range listed below. The offered compensation may also include restricted stock units and a bonus. A description of our employee benefits may be found here.
$296,000.00 - $407,000.00/yr
