NZ Channel Growth Leader for Platform Ecosystems

Palo Alto Networks, Inc.; Wellington; On-site; NZD 150,000 - 210,000; Full time

Job summary

Palo Alto Networks, Inc. in New Zealand seeks a strategic Ecosystem Lead to develop and execute a comprehensive NZ ecosystem business plan, shifting partner focus to deep multi-product platformization across key verticals.

You will drive all aspects of partner relationships with MSSPs, VARs, GSIs and strategic alliances to grow revenue and position partners as trusted advisors for customer implementations. You will operate in a highly matrixed environment, influence country leadership, and

Qualifications

• Ecosystem Expertise: Experience in Channel Management or Business Development within NZ enterprise software or cybersecurity.
• Strategic Track Record: Success in Ecosystem Business Management with growth targets through partner alliances.
• Technical & Domain Depth: Strong cybersecurity background; Cloud/SecOps/AI Security not mandatory but desirable.
• Sales Methodology: Expert-level understanding of channel operating models and MEDDIC frameworks.
• Executive Presence: Ability to provide C-suite air cover during negotiations for multi-year plans and platform agreements.
• Initiative & Innovation: Ability to think creatively and drive portfolio expansion across NZ business.

Responsibilities

• Develop and lead joint business planning and co-sell motions with MSSPs, VARs, GSIs, Cloud Service Providers and strategic partners to accelerate pipeline and revenue.
• Drive pipeline generation through standardized deal coaching, MEDDIC, PSRs, QBRs and Opportunity Reviews.
• Design and deliver a compelling platformization value proposition to move partners to strategic platform adoption.
• Influence virtual teams and lead executive-level engagement within a matrixed organization.
• Lead NZ market leadership by targeting whitespace accounts and key verticals (BFSI, Healthcare, Public Sector, Education).
• Foster a collaborative culture anchored in NZ traditions to drive collective wins.
• Maintain rigorous performance reporting and dashboards with validated paths to exceed quota.

Skills

Ecosystem management

Channel management

Strategic partnerships

Sales methodologies

Executive presence

Initiative & innovation

Job description

Palo Alto Networks, Inc. in New Zealand seeks a strategic Ecosystem Lead to develop and execute a comprehensive NZ ecosystem business plan, shifting partner focus to deep multi-product platformization across key verticals.

You will drive all aspects of partner relationships with MSSPs, VARs, GSIs and strategic alliances to grow revenue and position partners as trusted advisors for customer implementations. You will operate in a highly matrixed environment, influence country leadership, and