Channel Business Manager

Palo Alto Networks; Wellington; On-site; NZD 100,000 - 140,000; Full time

Job summary

Palo Alto Networks NZ is seeking a Channel Business Manager to develop and execute a strategic ecosystem plan across Auckland and Wellington. You will drive multi-product platform adoption and deepen partnerships with MSSPs, VARs, and GSIs to accelerate revenue and customer success.

You will lead joint planning, coach through MEDDIC, and manage executive relationships in a highly matrixed environment while aligning with NZ market priorities and local culture.

Qualifications

• Extensive ecosystem management experience in NZ enterprise software or cybersecurity.
• Proven success delivering high-growth revenue through strategic partner alliances.
• Strong background in cybersecurity; cloud, security, or AI security knowledge is desirable.
• Expert-level understanding of channel operating models and MEDDIC framework.
• Superior communication and presentation skills for C-suite engagements.
• Ability to think creatively and drive portfolio expansion across partners.

Responsibilities

• Develop and lead joint business planning with MSSPs, VARs, GSIs, and strategic alliances to grow pipeline.
• Proactively drive pipeline through coaching frameworks and quarterly business reviews.
• Design compelling platform adoption value proposition for partners.
• Influence and manage executive-level engagement within a matrixed organisation.
• Lead NZ market efforts to capture whitespace accounts across key verticals.
• Foster collaboration by anchoring values in NZ traditions to drive wins.
• Maintain performance dashboards and validated paths to exceed quota.

Skills

Ecosystem expertise

Strategic track record

Technical domain depth

Sales methodology

Executive presence

Initiative and innovation

Tools

MEDDIC framework

Job description

Channel Business Manager - New Zealand

Location: Office - New Zealand - Auckland, Office - New Zealand - Wellington

Remote Type: No

Time Type: Full time

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

Summary:

Develop and execute a strategic New Zealand ecosystem business plan that shifts partner focus from standalone projects to deep multi-product platformization across all target verticals. You will drive all aspects of key partner relationships to maximize growth in emerging segments to help ensure that partners are positioned as strategic advisors for successful customer implementations.

• Strategic Business Planning: Develop and lead joint business planning and co-sell motions with top MSSPs, VARs, GSIs Cloud Service Providers and Strategic Alliance partners to accelerate net-new pipeline and achieve incremental revenue goals .
• Pipeline & Sales Excellence: Proactively drive pipeline generation through standardized deal coaching frameworks, utilizing MEDDIC, Partner Strategy Reviews (PSRs), Quarterly Business Reviews and Opportunity Reviews.
• Platformization Value Proposition: Design and deliver a compelling value proposition that motivates partners to move beyond reactive sales to strategic platform adoption.
• Stakeholder Management: Operate seamlessly within a highly matrixed environment, influencing virtual teams and leading executive-level engagement (EORs) with country leadership.
• New Zealand Market Leadership: Lead efforts to capture whitespace accounts and scale within key NZ verticals including BFSI, Healthcare, Public Sector and Education, while driving local innovation initiatives.
• Cultural Integration: Foster a collaborative internal and external culture by anchoring core values in New Zealand traditions such as Whakawhanaungatanga (deep connection) and Manaakitanga (mutual uplift) to drive collective wins.
• Operational Excellence: Maintain rigorous performance reporting and activity dashboards, ensuring all partner business plans have validated paths to exceed quota.

Qualifications

• Ecosystem Expertise: Extensive experience in Channel Management or Business Development within the New Zealand enterprise software and/or cybersecurity industry.
• Strategic Track Record: Proven success in Ecosystem Business Management, with a focus on delivering high-growth revenue targets through strategic partner alliances.
• Technical & Domain Depth: Strong background in cybersecurity; specific experience in Cloud, SecOps, or AI Security is not mandatory, but highly desirable to lead the NZ AI security market scale.
• Sales Methodology: Expert-level understanding of channel operating models and advanced sales frameworks (e.g., MEDDIC) to lead complex negotiations and conflict resolution.
• Executive Presence: Exceptional communication and presentation skills, with the ability to provide "C-suite air cover" during active negotiations for strategic multi-year business plans and platform agreements.
• Initiative & Innovation: Ability to think creatively and act as a force multiplier for the NZ business, driving portfolio expansion and technical excellence across the partner base.

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.