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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. You will create and execute localized business plans with regional and global partners, leveraging a platform-led sales motion that requires deep monetization of modern channel plays. The ideal candidate will excel at constructing large deals, aligning partner capabilities with internal sales teams, and developing long-term scaling strategies with partners.

Responsibilities

Develop and execute an advanced regional ecosystem strategy in alignment 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).
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 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 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 creative thinking ability.
Exceptional presentation, written, and cross-functional corporate communication skills.

Skills

Relationship management
Business planning
Sales
Negotiation
Financial construction
Conflict resolution
Communication

Location

Remote
Canada

Work Type

Remote
Hybrid

Experience Level

5-7 years

Salary/Compensations

$224,000.00 - $308,000.00/yr

Benefits

Restricted stock units
Bonus

About the Company

Palo Alto Networks is united by a shared mission to protect our digital way of life, thriving at the intersection of innovation and impact.
The company shapes the future of the cybersecurity industry through values of Disruption, Collaboration, Execution, Integrity, and Inclusion.
AI is integrated into everything they do to augment individual impact.
The channel organization is a strategic pillar for growth, extending the territory sales team to empower channel partners.
They are trailblazers who dream big, take risks, and challenge the status quo.

Equal Opportunity

Palo Alto Networks is an equal opportunity employer.
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 information will be kept confidential according to EEO guidelines.
Reasonable accommodations are provided for qualified individuals with a disability.