National Channel Business Manager

Our Mission

At Palo Alto Networks were united by a shared missionto 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 youre ready to do the most meaningful work of your career alongside people who are just as passionate as you are youre 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 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. Youll 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 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 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 Disclosure

The 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 .

$296000.00 - $407000.00/yr

Our Commitment

Were trailblazers that dream big take risks and challenge cybersecuritys status quo. Its simple: we cant 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 .

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.

Required Experience:

Manager