Sr. Director Global Business Development, GSIs

About the Role

Key Responsibilities

• Define, build, and lead the global business strategy for Palo Alto Networks' GSI partnerships, including assessing partner potential, setting ambitious business targets, and developing a multi-year roadmap.
• Cultivate and manage executive-level relationships with GSI partners, serving as the primary liaison for strategic initiatives, joint offers, and major business opportunities.
• Lead the development of innovative, co-branded solutions and joint offers with GSI partners, identifying key market challenges and orchestrating efforts with product, marketing, and engineering teams.
• Own the global go-to-market strategy, ensuring alignment and execution across regional sales, channel, and marketing teams to drive pipeline and bookings.
• Be accountable for GSI-related business metrics such as bookings, pipeline generation, and partner capacity building, and report these metrics to senior leadership.
• Lead efforts on high-value, transformational deals with GSIs, including shaping and navigating complex contracts and negotiations.

Requirements

• BA/BS degree required; MBA or other advanced degree preferred.
• Prior experience at a GSI in a business development or sales leadership role.
• 10+ years of leadership experience in business development, alliance management, or strategic partnerships at a major technology company.
• Extensive experience working with Global System Integrators, with a deep understanding of their business models, service portfolios, and go-to-market strategies.
• Proven track record of building and scaling a global partner business that drives significant revenue and market share.
• Exceptional executive-level communication, negotiation, and presentation skills.
• Ability to lead and influence in a highly matrixed organization, driving alignment across multiple stakeholders.
• Strong understanding of the cybersecurity market, including Cloud Security, SASE, and Security Operations.
• Willingness to travel globally as needed.

Nice to Have

• Experience with cybersecurity market trends such as Cloud Security, SASE, and Security Operations.
• Experience in shaping multi-year strategic visions and executing complex, high-value deals.

Qualifications

• Educational background with a BA/BS degree; an MBA or advanced degree is preferred.

Benefits & Perks

• Compensation will depend on qualifications, experience, and work location.
• Expected starting base salary between $215,000 - $250,000 per year.
• Potential inclusion of restricted stock units and bonuses.
• Access to employee benefits such as wellbeing spending accounts, mental and financial health resources, and personalized learning opportunities.