Sr. Director Global Business Development, GSIs

Palo Alto Networks

Dallas, TX

Full Time

Executive

215k-250k

9 days ago

Job Description

About the Role

The Sr. Director of Global Business Development for Global System Integrators (GSI) at Palo Alto Networks is responsible for owning and managing the company's worldwide GSI alliances. This leadership role involves building, scaling, and managing key relationships with GSIs, shaping strategy, identifying new partnerships, and executing global business plans to drive revenue and market growth. The position requires engaging at the executive level with both Palo Alto Networks and GSI partners, defining multi-year visions, and leveraging cross-functional teams to unlock new routes to market.

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 generate 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.
Demonstrated ability to lead and influence in a highly matrixed organization, driving alignment and execution across multiple stakeholders.
Strong understanding of the cybersecurity market, including trends in Cloud Security, SASE, and Security Operations.
Willingness to travel globally as needed.

Nice to Have

Experience with cybersecurity solutions and markets.
Experience in developing and executing multi-year strategic plans.
Ability to influence and lead cross-functional teams.

Qualifications

Educational background including a BA/BS degree; an MBA or similar advanced degree is preferred.

Benefits & Perks

Competitive salary between $215,000 - $250,000 per year, depending on qualifications and experience.
Potential inclusion of restricted stock units and bonuses.
Comprehensive benefits package (details available upon request).

Working at Palo Alto Networks

Palo Alto Networks fosters a culture of innovation, collaboration, and inclusion. The company values disruptive innovation, integrity, and ongoing learning. Employees are supported through development and wellbeing programs, including flexible benefits, mental and financial health resources, and personalized learning opportunities. The organization emphasizes diversity, problem-solving, and challenging the cybersecurity status quo, with a commitment to providing reasonable accommodations for individuals with disabilities.

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