NZ Ecosystem & Platform Sales Leader

Armstrong’S; Wellington; On-site; NZD 150,000 - 230,000; Full time

Job summary

Palo Alto Networks in New Zealand seeks a Sales Manager to lead a strategic ecosystem plan that shifts partners toward multi-product platformisation across verticals. You will manage top MSSPs, VARs, GSIs and strategic alliances to grow new business and position partners as trusted advisors for complex customer deployments.

The role requires executive presence, deep partner management, and a track record of achieving revenue targets through disciplined MEDDIC-based coaching, joint business

Qualifications

• 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; Cloud, SecOps, or AI Security experience 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.

Responsibilities

• 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 standardised deal coaching frameworks, utilising MEDDIC, Partner Strategy Reviews (PSRs), Quarterly Business Reviews and Opportunity Reviews.
• Platformisation 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.

Skills

Ecosystem management

Strategic partnerships

Cybersecurity knowledge

MEDDIC experience

Executive communication

Business innovation

Job description

Palo Alto Networks in New Zealand seeks a Sales Manager to lead a strategic ecosystem plan that shifts partners toward multi-product platformisation across verticals. You will manage top MSSPs, VARs, GSIs and strategic alliances to grow new business and position partners as trusted advisors for complex customer deployments.

The role requires executive presence, deep partner management, and a track record of achieving revenue targets through disciplined MEDDIC-based coaching, joint business