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About the Role

As a Channel Business Manager (CBM) for the Canadian Ecosystems team, you will focus on high-impact relationship management to drive revenue, market share, and platform adoption. Your success will involve creating and executing localized business plans with premier regional and global partners, leveraging a platform-led sales motion and modern channel plays. The ideal candidate will excel at constructing large deals and aligning partner capabilities with internal sales teams to capitalize on market momentum.

Responsibilities

Develop and execute an advanced regional ecosystem strategy aligned with internal sales stakeholders and enterprise patch leaders.
Drive pipeline generation, sales accountability, and multi-vendor co-sell motions with GSIs and CSPs.
Architect and negotiate complex, large-scale commercial structures, programmatic bundling, and specialized partner-led incentives.
Deepen partner executive relationships to maximize joint growth pipelines and ensure partners are positioned for successful customer implementations.
Work dynamically in a matrixed team environment to ensure partner profitability, technical self-sufficiency, and customer satisfaction.
Design and articulate compelling, platform-centric value propositions to national partners.
Lead regular business performance, pipeline health, and relationship reviews with senior ecosystem management and regional sales stakeholders.
Maintain meticulous activity dashboards and performance reports in SFDC to monitor deal registration compliance and funnel coverage.

Requirements

Five to seven years of progressive channel management, alliance management, or ecosystem co-sell experience supporting complex enterprise and commercial territories.
Demonstrated experience building and scaling go-to-market motions with 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.
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.
Exceptional presentation, written, and cross-functional corporate communication skills.

Skills

Channel Management
Alliance Management
Ecosystem Co-sell
GSI Management
CSP Management
Large Deal Construction
Negotiation
Relationship Management
Sales Strategy
Go-to-Market Strategy
Cloud Marketplaces
SFDC
Communication Skills

Location

Remote
Canada

Work Type

Remote
Hybrid

Experience Level

5-7 years

Salary/Compensations

$296,000.00 - $407,000.00/yr

Benefits

Restricted stock units
Bonus

About the Company

Palo Alto Networks is a cybersecurity company united by a 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.
Our values include Disruption, Collaboration, Execution, Integrity, and Inclusion.
We weave AI into the fabric of everything we do.
The channel organization is a strategic pillar for our continued growth within cybersecurity.

Equal Opportunity

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.
We are committed to providing reasonable accommodations for all qualified individuals with a disability.