National Channel Business Manager

Palo Alto Networks•Toronto, ON

8d•CA$224,000 - CA$308,000•Remote

About The Position

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. 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. 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.

Requirements

Five to seven years of progressive channel management, alliance management, or ecosystem co-sell experience directly supporting complex enterprise and commercial territories.
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).
Proven expertise in complex, large-deal financial construction, contract negotiation, and multi-party alignment through conflict resolution.
Ability to establish deep, trusted-advisor relationships with internal sales directors, enterprise account managers, and systems engineering leaders to execute a unified territory plan.
Solid understanding of modern channel operating models, cloud partner private offers (CPPOs), MSSP frameworks, and market development fund (MDF) deployment.
Elite initiative and the ability to think creatively, backed by exceptional presentation, written, and cross-functional corporate communication skills.

Responsibilities

Develop and execute an advanced regional ecosystem strategy in strict alignment and lockstep with internal regional sales stakeholders and enterprise patch leaders.
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.
Architect and negotiate complex, large-scale commercial structures, programmatic bundling, and specialized partner-led incentives to secure high-margin platformization wins.
Deepen partner executive relationships to maximize joint growth pipelines, ensuring partners are highly specialized and positioned to deliver successful customer implementations.
Work dynamically in a matrixed team environment to ensure partner profitability, technical self-sufficiency, and absolute customer satisfaction.
Design and articulate compelling, platform-centric value propositions that inspire national partners to prioritize our security architecture over legacy point-solutions.
Lead regular business performance, pipeline pipeline health, and relationship reviews with senior ecosystem management and regional sales stakeholders.
Maintain meticulous activity dashboards and performance reports within SFDC to monitor deal registration compliance and funnel coverage.