National Channel Business Manager

The role is for a Channel Business Manager (CBM) at Palo Alto Networks, focusing on high-impact relationship management to increase revenue, market share, and platform adoption across the Canadian landscape. It involves creating and executing localized business plans with regional and global partners in a platform-led sales environment.

Location: Remote - Canada - Ontario

Salary: $296,000.00 - $407,000.00/yr

Responsibilities

• Develop and execute regional ecosystem strategy in alignment with internal sales stakeholders.
• Drive pipeline generation, sales accountability, and co-sell motions with GSIs and CSPs.
• Architect and negotiate complex large-scale commercial structures and incentives.
• Deepen partner relationships to maximize joint growth pipelines.
• Work in a matrixed team environment to ensure partner profitability and customer satisfaction.
• Design and articulate platform-centric value propositions.
• Lead business performance, pipeline health, and relationship reviews with senior management.
• Maintain activity dashboards and performance reports within SFDC.

Requirements

• Five to seven years of progressive channel management, alliance management, or ecosystem co-sell experience supporting complex enterprise and commercial territories.
• Experience building and scaling go-to-market motions with 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.
• Ability to establish trusted relationships with internal sales teams to execute unified territory plans.
• Solid understanding of modern channel operating models, cloud partner offers, MSSP frameworks, and MDF deployment.
• Excellent communication skills, including presentation and cross-functional communication.

Benefits

• Employee benefits as detailed on https://benefits.paloaltonetworks.com/

Additional Information

• The position is remote within Canada, specifically Ontario.
• The role does not offer immigration sponsorship.
• The compensation includes base salary, potential commission, restricted stock units, and bonuses.