Director, Indian GSI Partnerships (NA)

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.

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.

We have the vision of a world where each day is safer and more secure than the one before. These aren’t easy goals to accomplish – but we’re not here for easy. We’re here for better. 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.

Job Description

Your Career

You will manage the GTM activities for Indian GSI’s for the Palo Alto Networks Americas sales motion - principally Infosys, Wipro, Cognizant and HCL.  The GTM Director will work with in-region core and specialist sales teams, working closely with their partner counterparts to promote joint sales plays and drive net-new business and incremental market share. The role will focus on delivering measurable results, including increased bookings and increased net-new customer acquisition through sales and marketing efforts.

Collaborate with cross-functional internal and partner teams to drive GTM sales, marketing and enablement motion.  Prepare and deliver partner plans and support partner business reviews. 

Your Impact

• Co-develop with the Americas partner’s team, the Americas business plan that will provide appropriate execution steps to achieve target growth by:

  • Partner’s Service Lines,  Industry Segments & Market Units

  • Palo Alto Networks’ Sales Segments (Strategic, Majors, Enterprise).

• Build a regular cadence of relationship-building, responsible for “partner peering” exercises to enable stronger partnerships

• Work at a deal level to facilitate the joint pipeline, provide weekly tactical support on order processing and order management, and ensure purchase orders are submitted in a timely manner according to Sales forecasts in Salesforce

• Educate the North America Partner’s Sales team on our enterprise security platform value proposition to drive growth

• Build relationships with the relevant Partner’s & Palo Alto Networks Regional Leads, to help support the business (training, enablement, marketing, sales, support, etc.)

• Accept inbound and perform outbound telephone calls and make weekly onsite visits to regional Partner teams, to identify new sales opportunities, enable pipeline growth, and drive connectivity and relationship building

• Work with joint country leadership (Sales, SE, Marketing, Channel) to implement local business plans. Ensure the right cross-functional and decision-making stakeholders at the Partners are involved in the Business Plan process and sign-off on its approval

• Develop and lead Quarterly Business Reviews (QBR) with cross-functional stakeholders from both organizations to measure progress against mutual business objectives

• Actively work with the Partner’s executive leaders at Managing Director and Client Partner levels to proactively generate leads and to have Palo Alto Networks introduced to the Partner’s clients and prospects

• Balance short-term initiatives with longer-term development objectives

• Work with sales team on tactical deal-level pricing strategies and leveraging additional investment and enablement capacity

Qualifications

Your Experience

• Minimum 10 years of sales experience in a hi-tech environment focusing on consulting and managed services partnerships, especially with the Indian GSI’s. Cybersecurity experience preferred but not required

• Minimum 5 years in indirect sales with proven experience in partner management with System Integrators and or tier-one Value Added Partners across multiple countries including a track record of service creation. 

• Proven sales campaign management abilities, ideally with multiple Routes-To-Market (e.g., MSSP, Resale, Influence). 

• Experience of using and implementing structured sales techniques spanning the entire sales cycle i.e. identification and qualification of opportunities, business development, order fulfillment, and ongoing account management

• Strong understanding of Managed Services/GSI GTM models

• Understanding of Gross Margin and Margin Blend and be able to conduct CxO conversations

• Demonstrable track record of campaign delivery. The ability to use a wide range of skills (listening, questioning, qualif