Director, GSI Business Development

Company Description

Our Mission

At Palo Alto Networks® everything starts and ends with our mission:

Being the cybersecurity partner of choice, protecting our digital way of life.

Our vision is a world where each day is safer and more secure than the one before. We are a company built on the foundation of challenging and disrupting the way things are done, and we’re looking for innovators who are as committed to shaping the future of cybersecurity as we are.

Our Approach to Work

We lead with flexibility and choice in all of our people programs. We have disrupted the traditional view that all employees have the same needs and wants. We offer personalization and offer our employees the opportunity to choose what works best for them as often as possible - from your wellbeing support to your growth and development, and beyond!

At Palo Alto Networks, we believe in the power of collaboration and value in-person interactions. This is why our employees generally work from the office three days per week, leaving two days for choice and flexibility to work where you feel most effective. This setup fosters casual conversations, problem-solving, and trusted relationships. While details may evolve, our goal is to create an environment where innovation thrives, with office-based teams coming together three days a week to collaborate and thrive, together!

Job Description

Your Career 

The Director of Business Development for GSIs is responsible for all aspects of specific Palo Alto Networks’ GSI alliances such as Accenture and IBM. We are seeking someone who is driven and excited to build and lead some of the key relationships for our company. You will develop the strategy, drive the business plan and support the next stage of growth with prioritized GSIs. This is a highly leveraged role that interacts with all parts of Palo Alto Networks and many functions of the partner.

You will work closely and collaboratively with key GSI and Palo Alto Networks teams to drive the creation of joint offers. You will work with sales and channel teams to develop GTM plans including bookings and pipeline goals and support them with the analytical infrastructure for joint account targeting etc. . You will also assist in  identifying and enabling transformational customer opportunities for both Palo Alto Networks and the GSI.

There are many different opportunities across the business to engage with our GSIs. It will require a focused and differentiated approach to build a go-to-market strategy that supports the performance expectations of the relationship. We are looking for someone who can successfully develop partnerships to accomplish goals in a complex and collaborative environment. Additionally, we need this person to be able orchestrate relationships with and between several parts of the GSI and Palo Alto businesses. We need someone who will continually evaluate the market and look for new routes of business for our solutions, working with the Alliance General Manager towards a three-year plan, delivered in phases.

Ideally, you are someone who possesses a track record of success working with GSIs. You are analytical and a very good communicator, one who can build content and deliver the messages to both senior executives as well as the account sales team.

Your Impact

• Build out a significant global PANW business with Global System Integrators 
• Work with strategic partners to jointly formulate the strategy across Palo Alto Networks’ solution areas, create offers and build and sell the business plan
• Sell the services economy to the GSI and set the stage for the joint offers that are aligned with key client challenges and significant revenues
• Create and drive the portfolio sales strategy and overall GTM, towards significant scaling
• Assess investments needed from products, GTM and enablement to drive these investments from inception through execution
• Be accountable for the execution of the strategy/plan and deliver on metrics such as bookings, pipeline and training/ capacity
• Work with direct and channel sales to manage sales efforts typically focused around transformational opportunities, shaping sophisticated/complex deals
• Manage interfaces with PANW Services teams, Field Sales, Strategy, Legal, Contracting, Marketing, and other internal organizations

Qualifications

Your Experience

• BA or BS (technical undergrad degree or equivalent military experience required), MBA
• 4+ years in a management consultancy role at a technology company post MBA
• Solid experience in technical sales, business development or alliance management roles in enterprise IT vendors or Global System Integrators
• Strong communication (written and verbal) and presentation skills<