Director, Business Development

About the Role

Key Responsibilities

• Work cross-functionally to develop new strategies to drive revenue together
• Own the development of new GTM strategy, support MD-owned business plan, and drive Cross-Ecosystem initiatives
• Own the Partner Plan, including business case and investment justification
• Support VP/GM Partner Manager on projects and key initiatives
• Ensure partner stakeholders exist that support the plan across executive, sales, product, support, and operations teams
• Develop and maintain strategic and executive relationships with assigned GSI partners
• Work with offer development and security architect teams to customize adoption of Palo Alto's pre-built offerings and programs with GSI
• Provide oversight and executive sponsorship for projects moving through service creation, channel, and GTM teams
• Own NPI Launch program for offers from a business perspective, partnering with technical leads and offer development teams
• Report weekly numbers, attainment to targets by region, and understand the business focus regions
• Manage weekly pipeline review and ensure pipeline supports global targets
• Project manage all global workstreams with cross-functional teams to ensure priorities and alignment
• Meet regularly with GTM stakeholders to track progress and gather feedback
• Own global budget for partner and finance collaboration, working with GTM and Finance teams on budgets
• Manage contracts globally and track new agreements with the legal team
• Lead quarterly pipeline and bookings reviews, setting targets for customer acquisition, displacements, and expansion
• Maintain meeting cadence across teams globally and address gaps to ensure business scale
• Partner with GM/MD on execution of EBCs and regular meetings
• Own content development for GTM sales kits, including training, tools, and resources
• Drive marketing teams to develop joint campaigns for lead generation, brand awareness, and pipeline growth
• Ensure availability of role-based content library for new offerings
• Provide weekly reporting on WAR, MD/GM, GTM, and cross-functional teams
• Collaborate with GTM teams on new offer launch plans, close initial deals, and facilitate hand-offs to scale pipeline
• Act as escalation point for GTM field teams for strategic deal support

Requirements

• Experience selling into global accounts
• Experience working in fast-paced, matrix organizations and understanding of Global Systems Integrator business models
• Proven success in a senior sales or channel role with global responsibility
• Deep understanding of SOC operations
• Demonstrated success in driving revenue, managing pipeline, and fostering strategic GSI relationships
• Strong presentation, negotiation, and relationship-building skills, capable of engaging executives and technical teams
• Program and project management skills and ability to manage cross-organizational teams

Nice to Have

• Current or former employee of Palo Alto Networks

Qualifications

• Experience in senior sales or channel roles with global responsibility
• Experience working with global accounts and GSI business models
• Deep understanding of SOC operations

Benefits & Perks

• Compensation between $194,000 and $265,500 per year, depending on qualifications, experience, and work location
• Potential inclusion of restricted stock units and bonuses
• Employee benefits detailed on company website