Senior Territory CBM

We believe collaboration thrives in person. That's why most of our teams work from the office full time, with flexibility when it's needed. This model supports real-time problem-solving, stronger relationships, and the kind of precision that drives great outcomes.

Job Summary

The Senior Territory Channel Business Manager (CBM), also referred to as the Channel Leader, is an individual contributor role with executive ownership over the entire Hong Kong and Macau Channel strategy, encompassing Focus Partners, MSSPs, Disti Managed Partners, and Distributors. This CBM serves as the single focal point for all internal and external channel stakeholders. The core mandate is to drive the Next-Generation Security (NGS) transformation across all partner segments, focusing on both upmarket and downmarket growth. Key responsibilities include executing the overall channel strategy, overseeing the full roll-out of the New NextWave Partner Program, and leading the Disti Strategy rebuild for downmarket execution. The role is a Territory CBM, measured on the HK/Macau Total Business performance, and requires strong leadership to unify efforts and ensure strategic alignment across the channel ecosystem.

• Develop and execute channel strategy to to support territory geo supporting mix of sales segments
• Management of Distribution and support of DMP coverage
• Develop Unique Market Messaging & Positioning
• Encourage Joint Sales, Presales, Channel Teams and Delivery Enablement
• Collaborate with Marketing for Demand Generation Campaigns

Qualifications

• Experience in managing the Distribution, MSSP, Systems Integrators, or emerging partners in XDR and SOCs
• Understanding of channel models such as resale, managed services, Marketplace etc
• Strategic thinking of growing business pipes leveraging MSSPs and programs
• Knowledge of relevant Cybersecurity, Cloud and Networking solutions is a plus
• Demonstrate strong initiative and ability to think creatively with excellent presentation, written, and overall communication skills
• Consistent track record of leading complex sales situations through negotiation and conflict resolution
• Bachelor's degree or equivalent experience and 10+ years of demonstrated ability to achieve results in the highly matrixed vendors and/or system integrators

Our Commitment

We're trailblazers that dream big, take risks, and challenge cybersecurity's status quo. It's simple: we can't accomplish our mission without diverse teams innovating, together.

We are committed to providing reasonable accommodations for all qualified individuals with a disability. If you require assistance or accommodation due to a disability or special need, please contact us at accommodations@paloaltonetworks.com.

Palo Alto Networks is an equal opportunity employer. We celebrate diversity in our workplace, and all qualified applicants will receive consideration for employment without regard to age, ancestry, color, family or medical care leave, gender identity or expression, genetic information, marital status, medical condition, national origin, physical or mental disability, political affiliation, protected veteran status, race, religion, sex (including pregnancy), sexual orientation, or other legally protected characteristics.

All your information will be kept confidential according to EEO guidelines.

Is role eligible for Immigration Sponsorship? No. Please note that we will not sponsor applicants for work visas for this position.

Client-provided location(s): Hong Kong

Job ID: Palo_Alto_Networks-JR-016017

Employment Type: OTHER

Posted: 2026-03-29T19:41:51