セキュリティ対策に革命を。

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

As the Distribution Business Manager (ANZ), you will own the blueprint for our channel growth. You’ll be the primary architect of our distribution strategy, transforming strategic partnerships into high-performing engines for Palo Alto Networks. By balancing deep relationship management with rigorous performance data, you’ll ensure our partners are fully enabled to win. This is a high-visibility role requiring the tactical skill to manage complex portfolios and the executive presence to work directly with senior leadership internally and externally. 

Key Responsibilities

1. Strategic Planning & Business Growth

• Joint Business Planning: Lead the development and execution of comprehensive Quarterly Business Plans with Distribution Partners to align on KPIs, growth targets, and market expansion.

• Executive Relationship Management: Cultivate and leverage high-level relationships within the distribution ecosystem to increase Palo Alto Networks' "mindshare" and ensure we are the preferred security vendor.

• Go-To-Market (GTM) Strategy: Design and oversee integrated campaigns and incentive programs specifically engineered to drive pipeline velocity.

2. Partner Enablement & Evangelism

• Knowledge Transfer: Coordinate with internal Subject Matter Experts to deliver sales, operational and technical training, ensuring distribution and partners are self-sufficient and able to grow with Palo Alto Networks 

3. Operational Excellence & Performance

• Pipeline & Deal Flow Management: Serve as the critical bridge between distribution and Palo Alto Networks to facilitate seamless communication, quote, order and pipeline accuracy.

• Quarter-End Execution: Orchestrate the End-of-Quarter order processing cycles, ensuring execution during high-velocity periods.

• Tactical Problem Solving: Act as a point of escalation for complex order management issues

Qualifications

Required Qualifications

• Bachelor's degree or equivalent practical experience.

• 8+ years of experience in channel management, distribution, or partner sales within the technology industry.

• Proven track record of developing and executing successful channel strategies and meeting sales targets.

• Experience managing and growing relationships with major distributors and channel partners in the ANZ region.

• Strong understanding of distribution models and channel sales processes

• Understanding of current industry trends in automation, analytics, AI and security

Preferred Qualifications

• Strong executive presence and financial acumen

• Demonstrated ability to create and deliver compelling presentations to senior leadership and partners.

• Excellent collaboration skills, in particular, ability to effectively lead and or influence large virtual teams

• Familiarity with sales reporting tools and CRM software (e.g., Salesforce, Clari, Google).

• Understanding of Palo Alto Networks quoting procedures and licensing 

• Strong analytical skills with experience in performance reporting and dashboard management.

• Good working knowledge of Palo Alto Networks portfolio of solutions and market positioning desired

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.