Channel Business Manager (CBM)

Palo Alto Networks is seeking a remote National Channel Business Manager (CBM) to join its Canadian Ecosystems team. This role is a strategic, platform-led sales position focused on high-impact relationship management, large deal construction, and ecosystem-reliant channel plays across the Canadian market.

Role Overview & Compensation

• Company: Palo Alto Networks®
• Position Title: National Channel Business Manager (Canadian Ecosystems Team)
• Location: Remote (Hybrid team collaboration structure)
• Expected Total Compensation Range: $296,000.00 – $407,000.00 per year (Starting base salary + commission target for sales roles; may also include restricted stock units and bonuses depending on experience and location).
• Immigration Sponsorship: Not eligible (Work visa sponsorship is not provided for this position).

Key Responsibilities

As a Channel Business Manager, your primary impact will revolve around pipeline generation, commercial negotiations, and partner empowerment:

Ecosystem Strategy & GSI/CSP Alignment

• Develop and execute a regional ecosystem strategy in lockstep with internal regional sales stakeholders and enterprise patch leaders.
• Lead multi-vendor co-sell motions and drive pipeline generation alongside Global Systems Integrators (GSIs) and Cloud Service Providers (CSPs) to capture cloud marketplace momentum.
• Deepen partner executive relationships to maximize joint growth pipelines and position partners for successful customer implementations.

Deal Construction & Sales Driving

• Architect and negotiate complex, large-scale commercial structures, programmatic bundling, and specialized partner-led incentives for high-margin platformization wins.
• Design and pitch platform-centric value propositions that inspire national partners to prioritize Palo Alto Networks over legacy point-solutions.
• Collaborate within a matrixed team environment to ensure partner profitability, technical self-sufficiency, and customer satisfaction.

Governance & Performance Tracking

• Lead regular performance, funnel health, and relationship reviews (QBRs) with senior ecosystem management and internal regional sales stakeholders.
• Maintain data-driven governance by tracking activity dashboards and performance metrics in SFDC to monitor compliance with deal registration.

Experience & Qualifications

Experience

• 5 to 7 years of progressive channel management, alliance management, or ecosystem co-sell experience.
• Direct experience supporting complex enterprise and commercial territories.

GSI & Hyperscaler Expertise

• Proven history of scaling go-to-market motions with premium GSIs (e.g., Deloitte, PwC, IBM, Kyndryl) and CSPs/Hyperscalers (AWS, Microsoft Azure, Google Cloud).

Deal Crafting Skills

• Sophistication in large-deal financial construction, contract negotiation, and multi-party alignment through conflict resolution.

Sales Matrix Mastery

• Ability to establish trusted-advisor relationships with internal sales directors, enterprise account managers, and systems engineering leaders.

Channel Operations Knowledge

• Strong grasp of modern channel operating models, cloud partner private offers (CPPOs), MSSP frameworks, and market development fund (MDF) deployment.

Communication

• Elite cross-functional communication, initiative, and creative thinking alongside exceptional presentation and written skills.

About the Team & Culture

The channel organization serves as a strategic pillar for the company’s cybersecurity growth, functioning as a direct extension of the territory sales team. The core mission of this department is to train, enable, and empower channel partners to become fully autonomous in the sales, architecture, and deployment of the company’s security platform portfolio. The corporate culture is driven by five primary values: Disruption, Collaboration, Execution, Integrity, and Inclusion, with AI woven into daily workflows to augment employee impact.