NZ Channel Strategy & Ecosystem Lead

Palo Alto Networks; Auckland; On-site; NZD 90,000 - 130,000; Full time

Job summary

Palo Alto Networks in New Zealand is seeking a Channel Business Manager to develop and execute a strategic ecosystem plan across NZ, shifting partners toward multi-product platformization and deep customer implementations.

You will manage top MSSPs, VARs, and GSIs with MEDDIC-driven processes, lead market initiatives in BFSI, healthcare, public sector, and education, and foster a culture of Whakawhanaungatanga and Manaakitanga.

Qualifications

• Ecosystem expertise in channel management or business development in NZ enterprise software or cybersecurity.
• Proven track record in ecosystem management delivering high-growth revenue via partner alliances.
• Strong cybersecurity background; cloud, SecOps or AI security experience desirable.
• Sales methodology knowledge of channel models and MEDDIC-like frameworks.
• Executive presence with ability to engage the C-suite in multi-year platform agreements negotiations.
• Initiative and innovative mindset to expand the portfolio and drive technical excellence.

Responsibilities

• Develop and lead NZ ecosystem business plan with MSSPs, VARs, GSIs and strategic alliance partners.
• Drive pipeline generation through coaching frameworks, PSRs, QBRs and opportunity reviews.
• Design a value proposition to motivate strategic platform adoption.
• Operate within a matrixed environment, influencing virtual teams and executive-level engagement.
• Lead NZ market initiatives across BFSI, healthcare, public sector and education.
• Foster a culture anchored in Whakawhanaungatanga and Manaakitanga.
• Maintain performance dashboards and validated paths to exceed quota.

Skills

Ecosystem expertise

Strategic track record

Technical & domain depth

Sales methodology

Executive presence

Initiative & innovation

Job description

Palo Alto Networks in New Zealand is seeking a Channel Business Manager to develop and execute a strategic ecosystem plan across NZ, shifting partners toward multi-product platformization and deep customer implementations.

You will manage top MSSPs, VARs, and GSIs with MEDDIC-driven processes, lead market initiatives in BFSI, healthcare, public sector, and education, and foster a culture of Whakawhanaungatanga and Manaakitanga.