Channel Business Manager
Core
Manage high-impact relationships with regional and global partners to drive revenue, market share, and platform adoption for Palo Alto Networks in the Canadian cybersecurity ecosystem.
Role type
Senior Channel Business Manager (Ecosystem Strategy & Large Deal Construction)
Builds
Joint business execution with partners, large-scale commercial structures, and platform-led sales motions
Domain
Cybersecurity / Cloud Services / Channel Ecosystems
Deliverable
client delivery
Required skills
Channel management, large deal construction, partner ecosystem strategy, complex contract negotiation, executive relationship management, cloud partner program expertise (GSIs, CSPs), data-driven governance
Preferred skills
Experience with MSSP frameworks, Market Development Fund (MDF) deployment, conflict resolution in multi-party deals
Technologies
Salesforce (SFDC), AWS, Microsoft Azure, Google Cloud
Responsibilities
Develop and execute regional ecosystem strategies aligned with internal sales stakeholders; Architect and negotiate complex commercial structures and partner incentives; Deepen partner executive relationships to maximize joint growth pipelines; Lead executive QBRs and performance tracking; Maintain activity dashboards and performance reports for deal registration compliance.
Seniority
Senior, hands-on IC