Territory Channel Business Manager – Strategic Partner Lead

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.

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.

The Territory Channel Business Manager (CBM) holds a hybrid national and regional leadership portfolio. Nationally, this role owns the overarching channel strategy, joint business planning, and executive relationships for a National Strategic Partner across Australia. Regionally, the CBM drives bottom-up sales execution across the Queensland District, directly managing nominated local Queensland Partners, while supporting local branch execution for other national accounts. Operating within a matrixed ecosystem, this role bridges national executive strategy with regional co-selling and district revenue targets in QLD. The CBM works alongside technical pre-sales and Partner Development Managers (PDMs) to drive Next-Generation Services (NGS) across SASE, Cortex, IDIRA, and AI/Cloud Security practices.

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 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