Job SummaryYour CareerThe Director of Global Business Development for Global System Integrators (GSI) will assume complete ownership of Palo Alto Networks' worldwide GSI business for KPMG . This pivotal leadership role involves building, scaling, and managing the company's most crucial relationships with Global System Integrators. You will play a key role in shaping our GSI strategy, identifying new, transformative partnerships, and executing a global business plan to drive significant revenue and market growth.
You will engage at the executive level with both Palo Alto Networks and our GSI partners. This position requires a leader capable of defining and executing a multi-year vision, leveraging every part of our organization-from product to sales-to unlock new routes to market. Your success will depend on your ability to build trust-based relationships and articulate a compelling joint value proposition that resonates with GSI leadership and their clients.
Your Impact- 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 all strategic initiatives, joint offers, and major business opportunities.
- Lead the development of innovative, co-branded solutions and joint offers with GSI partners. You will identify key market challenges and orchestrate cross-functional efforts with product, marketing, and engineering to deliver compelling, integrated solutions.
- Own the global go-to-market strategy, ensuring alignment and execution across Palo Alto Networks' regional sales, channel, and marketing teams to drive net new pipeline and bookings.
- Be accountable for all GSI-related business metrics, including bookings, pipeline generation, and partner capacity building, and report on these metrics to the senior leadership team.
- Lead the company's efforts on transformational, high-value deals with GSIs, shaping and navigating complex contracts and negotiations.
Qualifications - BA/BS required; MBA or other advanced degree strongly 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 (GSIs), with a deep understanding of their business models, service portfolios, and go-to-market strategies.
- A 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 internal and external stakeholders.
- Strong understanding of the cybersecurity market, including key trends in Cloud Security, SASE, and Security Operations.
- Willingness to travel globally as needed.
Compensation DisclosureThe compensation offered for this position will depend on qualifications, experience, and work location. For candidates who receive an offer at the posted level, the starting base salary (for non-sales roles) or base salary + commission target (for sales/com-missioned roles) is expected to be the annual range listed below. The offered compensation may also include restricted stock units and a bonus. A description of our employee benefits may be found here.
$206,100.00 - $283,500.00/yr
