Territory Channel Business Manager - Strategic Partner Lead

About the role

Palo Alto Networks is hiring a Territory Channel Business Manager (CBM) with a hybrid national and regional leadership portfolio. The role owns the channel strategy, joint business planning and executive relationships for a National Strategic Partner across Australia, while driving bottom-up sales execution across the Queensland District and managing nominated local Queensland Partners. It sits in a matrixed ecosystem, bridging national executive strategy with regional co-selling and district revenue targets.

Key responsibilities

• Own the 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 work with interstate CBMs on consistent execution.
• Directly manage nominated local Queensland Partners and partner with local Field Sales to accelerate pipeline velocity, manage deal registrations and hit QLD district quota.
• Work with technical Pre-Sales and Partner Development Managers (PDMs) to scale Next-Generation Services (NGS) across SASE, Cortex, IDIRA and AI/Cloud Security.

Required profile

• 7+ years of strategic channel management, partner development or technology sales experience in the Australian IT ecosystem.
• Demonstrated success managing top-tier national strategic accounts and driving regional territory targets.
• Proven ability to bridge national corporate strategy with regional field execution in a matrixed structure.

Required skills

• Deep knowledge of cybersecurity platforms: SASE, SOC/Cortex, Cloud Security and MSP business models.
• Leading executive QBRs, national account mapping, MDF budgeting and multi-region pipeline forecasting.