National Channel Business Manager

Palo Alto Networks•Toronto, ON

5d•CA$296,000 - CA$407,000•Remote

About The Position

Our Mission At Palo Alto Networks®, we’re united by a shared mission—to 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 you’re ready to do the most meaningful work of your career alongside people who are just as passionate as you are, you’re 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. 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.