National Channel Strategy Lead & Partner Alliances

Talent Partner Australia; Brisbane; On-site; AUD 180,000 - 240,000; Full time

Job summary

Palo Alto Networks is seeking a Territory Channel Business Manager to own the national channel strategy for ANZ while directly managing the Queensland region. The role partners with regional field sales and specialized PDMs to drive NGS plays across SASE, Cortex, IDIRA and AI/Cloud Security.

You will chair QBRs, set KPIs, oversee MDF budgeting, and align executive sponsorship with national accounts. The position blends strategic leadership with hands-on sales execution in a hybrid

Qualifications

• 7+ years of strategic channel management or technology sales experience in Australian IT.
• National account expertise with executive sponsorship and MDF budgeting.
• Deep understanding of cybersecurity platforms (SASE, Cortex, IDIRA) and MSP models.

Responsibilities

• Own the National Channel Strategy and Joint Business Plan (JBP) for a National Strategic Partner across ANZ.
• Lead executive sponsorship, C-suite alignment, and national account mapping.
• Establish national KPIs, manage central MDF allocation, and oversee corporate rebate structures.
• Chair national Quarterly Business Reviews (QBRs) and collaborate with interstate CBMs to ensure consistent regional execution.
• Directly manage nominated local QLD Partners.
• Partner with local Field Sales to accelerate territory pipeline velocity, manage deal registrations, and hit QLD district quota.
• Collaborate with specialized technical PDMs (SASE, Cortex, IDIRA, AI/Cloud Security) to scale repeatable NGS plays nationally and QLD partners locally.

Skills

Strategic channel management

Partner development

Technology sales

Executive sponsorship

Tools

SASE

Cortex

IDIRA

AI/Cloud Security

Job description

Palo Alto Networks is seeking a Territory Channel Business Manager to own the national channel strategy for ANZ while directly managing the Queensland region. The role partners with regional field sales and specialized PDMs to drive NGS plays across SASE, Cortex, IDIRA and AI/Cloud Security.

You will chair QBRs, set KPIs, oversee MDF budgeting, and align executive sponsorship with national accounts. The position blends strategic leadership with hands-on sales execution in a hybrid