Territory Channel Business Manager - Strategic Partner Lead

Our Mission

At Palo Alto Networks®, we're united by a shared mission-to protect our digital way of life. We thrive at the intersection of innovation and impact, solving real-world problems with cutting-edge technology and bold thinking. Here, everyone has a voice, and every idea counts. If you're ready to do the most meaningful work of your career alongside people who are just as passionate as you are, you're in the right place.

Who We Are

In order to be the cybersecurity partner of choice, we must trailblaze the path and shape the future of our industry. This is something our employees work at each day and is defined by our values: Disruption, Collaboration, Execution, Integrity, and Inclusion. We weave AI into the fabric of everything we do and use it to augment the impact every individual can have. If you are passionate about solving real-world problems and ideating beside the best and the brightest, we invite you to join us!

• Own the overarching National Channel Strategy and Joint Business Plan (JBP) for a National Strategic Partner across ANZ.
• Lead executive sponsorship, C-suite alignment, and national account mapping.
• Establish national KPIs, manage central MDF allocation, and oversee corporate rebate structures.
• Chair national Quarterly Business Reviews (QBRs) and collaborate with interstate CBMs to ensure consistent operational execution across regions.

• Directly manage nominated local QLD Partners.
• Partner with local Field Sales to accelerate territory pipeline velocity, manage deal registrations, and hit QLD district quota.
• Collaborate with specialized technical PDMs (SASE, Cortex, IDIRA, AI/Cloud Security) to scale repeatable NGS plays nationally and QLD partners locally.

• Experience: 7+ years of strategic channel management, partner development, or technology sales experience within the Australian IT ecosystem.
• National Account Expertise: Demonstrated success managing top-tier national strategic accounts, while driving regional territory targets.
• Domain Knowledge: Deep understanding of cybersecurity platforms, including SASE, SOC/Cortex, Cloud Security, and managed service provider (MSP) business models.
• Matrix Leadership: Proven ability to bridge national corporate strategy with regional field execution in a matrixed structure.
• Business Acumen: Expertise leading executive QBRs, national account mapping, MDF budgeting, and multi-region pipeline forecasting