Channel Business Manager - New Zealand

Job description

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! 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 Summary: Develop and execute a strategic New Zealand ecosystem business plan that shifts partner focus from standalone projects to deep multi-product platformization across all target verticals. You will drive all aspects of key partner relationships to maximize growth in emerging segments to help ensure that partners are positioned as strategic advisors for successful customer implementations. 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 standardized deal coaching frameworks, utilizing MEDDIC, Partner Strategy Reviews (PSRs), Quarterly Business Reviews and Opportunity Reviews. Platformization 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. Qualifications Ecosystem Expertise: 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; specific experience in Cloud, SecOps, or AI Security 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. 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.