NZ Ecosystem & Platform Partnerships Lead

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

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.