Director, Gsi Business Development

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.
Our vision is a world where each day is safer and more secure than the one before. 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.

Our Approach to Work
We lead with flexibility and choice in all of our people programs. We have disrupted the traditional view that all employees have the same needs and wants. We offer personalization and offer our employees the opportunity to choose what works best for them as often as possible - from your wellbeing support to your growth and development, and beyond!
 

Job Description

Your Career
The Director of Business Development for GSI is responsible for all aspects of Palo Alto Network’s alliance with key Global System Integrators (GSI)  . We are seeking someone who is driven and excited for the opportunity to build and lead some of the key relationships for our company. You will lead a matrixed team to successfully strategize and execute the goals and sales targets for the business. This is a highly leveraged role that utilizes all parts of Palo Alto Networks and many functions of the partner.

You will work closely and collaboratively with the GSI team and key Palo Alto Networks teams to drive the creation of joint offers. You will work with sales and channel teams to develop GTM plans including bookings and pipeline goals as well as executing the plans.

There are many different opportunities across the business to engage with our GSIs. It will require a focus and a differentiated approach to build a comprehensive go-to-market strategy that supports the performance expectations of the relationship. We are looking for someone who possesses a deep understanding of how to successfully develop partnerships and a leadership capacity to accomplish goals in a complex environment. We need someone who will continually evaluate the market and look for new routes of business for our solutions, working to a three-year plan, delivered in phases.

Ideally, you are someone who possesses a track record of success working with global GSI’s.

Your Impact

• Build out a global PANW business for Global System Integrators. Work with strategic partners to jointly formulate the strategy, offer creation and business plan that encompasses offer rollout, GTM, marketing and delivery 
• Responsible for leading the creation of joint offers that are aligned with key client challenges and significant markets for both Palo Alto Networks and GSIs 
• Create and drive the portfolio sales strategy and overall GTM, with a focus on growing net new business
• Understand investments needed from products, marketing and enablement to drive these investments from inception through execution
• Be accountable for the execution of the strategy/ plan and deliver on metrics such as bookings, pipeline and training/ capacity
• Work with direct and channel sales to manage sales efforts typically focused around the sale of transformational solutions and shaping sophisticated/complex deals
• Manage interfaces with PANW Services teams, Field Sales, Business Development, Legal, Marketing, and other internal organizations
   

Qualifications

Your Experience

• BA or BS (technical undergrad degree) or equivalent military experience required, MBA preferred
• 15+ years’ experience in Sales / GTM 
• Experience in offer creation, product marketing, technical sales, sales engineering, Business development or alliance management roles in enterprise IT technology vendors or system integrators
• Experience directly working for a GSI and the ability to understand the business from the GSI perspective
• Prior experience building large-scale businesses with GSIs
• Proven ability to recognize, analyze, and act on go to market approaches, marketing programs, joint value propositions, and business cases around strategic partnerships
• Cross-functional influence, relationship building, and project management skills toward a broad constituency ranging from customers, channel partners, sales, marketing, and technical management
• Proven experience successfully working within a highly matrixed environment
• Industry knowledge of security product market trends and directional awareness of Palo Alto Networks’ technology development efforts
• Great team player with drive - Willing to take a lead in driving initiatives, working across organizations, and structuring approaches to new opportunities
• 20-50% Travel (post-Covid)
• Great communication (written and verbal) and presentation skills

Preferences

• Experience working with technology partnership programs is a plus
• Experience working with India based SIs such as Wipro, Infosys, HCL etc.
• Experience with the Cybersecurity ecosystem in cloud and security operations is an additional plus

Additional Information

The Team
Our sales team members work hand-in-hand with large organizations around the world to keep their digital environments protected. We educate, inspire, and empower our potential clients in their journey to security.

As part of our sales team, you are empowered with unmatched systems and tools, constantly updated research and sales libraries, and a team built on joint success. You won’t find someone at Palo Alto Networks that isn’t committed to your success – with everyone pitching in to assist when it comes to solutions selling, learning, and development. As a member of our sales team, you are motivated by a solutions-focused sales environment and find fulfillment in working with clients to resolve incredibly complex cyberthreats.

Our Commitment
We’re trailblazers that dream big, take risks, and challenge cybersecurity’s status quo. It’s simple: we can’t accomplish our mission without diverse teams innovating, together.
We are committed to providing reasonable accommodations for all qualified individuals with a disability. If you require assistance or accommodation due to a disability or special need, please contact us at [email protected] Alto Networks is an equal opportunity employer. We celebrate diversity in our workplace, and all qualified applicants will receive consideration for employment without regard to age, ancestry, color, family or medical care leave, gender identity or expression, genetic information, marital status, medical condition, national origin, physical or mental disability, political affiliation, protected veteran status, race, religion, sex (including pregnancy), sexual orientation, or other legally protected characteristics.

All your information will be kept confidential according to EEO guidelines.
 

Is role eligible for Immigration Sponsorship?: No. Please note that we will not sponsor applicants for work visas for this position.

Covid-19 Vaccination Information for Palo Alto Networks Jobs

• Vaccine requirements and disclosure obligations vary by country.
• Unless applicable law requires otherwise, you must be vaccinated for COVID or qualify for a reasonable accommodation if:
  • The job requires accessing a company worksite
  • The job requires in-person customer contact and the customer has implemented such requirements
  • You choose to access a Palo Alto Networks worksite
• If you have questions about the vaccine requirements of this particular position based on your location or job requirements, please inquire with the recruiter.