Focus Partner CBM

Palo Alto Networks; Hong Kong; On-site; HKD 900,000 - 1,300,000; Full time

Job summary

Palo Alto Networks is seeking a Focus Partner Channel Business Manager (CBM) to accelerate the Next-Generation Security strategy through key partners. You will manage a portfolio of top partners—HKT, Kinetix, Expert, Ensign—and drive engagement with newly selected focus partners to advance the NGS GTM and MSS offerings.

This role focuses on accelerating growth in NGFW, AI, and NGS across upmarket segments and supports the new Route-to-Market with cloud partnerships.

Qualifications

• Experience managing top and sizeable Systems Integrators or emerging partners in SecOps, AI Sec, Cloud Sec and NetSec.
• Understanding of channel models such as resale and managed services.
• Strategic thinking to grow business pipes leveraging MSSPs and programs.
• Knowledge of relevant Cybersecurity, Cloud and Networking solutions is a plus.
• Demonstrate initiative with excellent presentation and written communication skills.
• Proven ability to lead complex sales situations through negotiation and conflict resolution.
• Bachelor's degree or equivalent experience and 10+ years of demonstrated ability in matrixed vendor/ SI environments.

Responsibilities

• Execute focus partner business plans and regular business performance and relationship reviews
• Oversee Joint MSS Offering Development
• Design a compelling value position that inspires partners to promote our solutions
• Encourage Joint Sales, Presales, Channel Teams and Delivery Enablement
• Collaborate with Marketing for Demand Generation Campaigns

Skills

Partner channel management

Strategic thinking

Negotiation & conflict resolution

Presentation & communication

Cybersecurity knowledge

Experience with MSSPs

Education

Bachelor's degree or equivalent experience

Job description

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!

We believe collaboration thrives in person. That’s why most of our teams work from the office full time, with flexibility when it’s needed. This model supports real-time problem-solving, stronger relationships, and the kind of precision that drives great outcomes.

Job Summary

Your Career

The Focus Partner Channel Business Manager (CBM) is a dedicated resource crucial for accelerating our Next-Generation Security (NGS) strategy through key partners. This individual is responsible for managing a portfolio of top partners, including HKT, Kinetix, Expert, and Ensign, and driving engagement with newly selected focus partners. The primary objective is to accelerate the NGS Go-to-Market (GTM) and strategically develop Managed Security Service (MSS) offerings to gain a competitive advantage in the market. The CBM will double down on these Focus Partners to accelerate the growth of our next-generation technologies—NGFW, AI, and NGS—within the upmarket segment, and is key to scaling the new Route-to-Market (RTM) through strategic cloud partnerships. (edited)

• Execute focus partner business plans and regular business performance and relationship reviews
• Oversee Joint MSS Offering Development
• Design a compelling value position that inspires partners to promote our solutions
• Encourage Joint Sales, Presales, Channel Teams and Delivery Enablement
• Collaborate with Marketing for Demand Generation Campaigns

Qualifications

Your Experience

• Experience in managing the Top and sizeable Systems Integrators, or emerging partners in SecOps, AI Sec, Cloud Sec and NetSec.
• Understanding of channel models such as resale, managed services, etc
• Strategic thinking of growing business pipes leveraging MSSPs and programs
• Knowledge of relevant Cybersecurity, Cloud and Networking solutions is a plus
• Demonstrate strong initiative and ability to think creatively with excellent presentation, written, and overall communication skills
• Consistent track record of leading complex sales situations through negotiation and conflict resolution
• Bachelor's degree or equivalent experience and 10+ years of demonstrated ability to achieve results in the highly matrixed vendors and/or system integrators

Our Commitment

We’re trailblazers that dream big, take risks, and challenge cybersecurity’s status quo. It’s simple: we can’t accomplish our mission without diverse teams innovating, together.

We are committed to providing reasonable accommodations for all qualified individuals with a disability. If you require assistance or accommodation due to a disability or special need, please contact us at [e-mail].

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.

Is role eligible for Immigration Sponsorship? No. Please note that we will not sponsor applicants for work visas for this position.