[Remote] Director, GSI Partnerships

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Note: The job is a remote job and is open to candidates in USA. Palo Alto Networks is a cybersecurity company dedicated to protecting digital lives through innovative technology. The Director, GSI Partnerships will lead the go-to-market strategy and partner sales execution for major systems integrators, focusing on driving net-new business and increasing market share through collaboration with internal and partner teams.


Responsibilities

  • Develop and own the North America business plan with clear execution steps, provide weekly forecasts, and lead monthly, quarterly, and annual partner business reviews to achieve revenue targets
  • Build and strengthen relationships with executive, vertical, and account leaders in partner organizations, ensuring alignment between Palo Alto Networks and partner field sales teams
  • Drive field and partner interlock by engaging sales leadership effectively and creating winning outcomes for customers and stakeholders
  • Serve as the subject matter expert on repeatable sales plays, joint solutions, marketing activities, and partner routes to market (MSSP, Resell, Influence)
  • Support joint pipeline progression at the deal level, including pricing strategies, order processing, procurement, and timely deal closure
  • Lead and collaborate on partner enablement programs with SEs and Partner Development Managers to expand capacity and demand generation
  • Document partner activities, communicate outcomes and next steps, and ensure consistent follow-up on joint pursuits
  • Apply strong sales skills (listening, qualifying, negotiating, closing, etc.) to consistently achieve targets and drive results
  • Collaborate cross-functionally, share best practices, and maintain customer focus while operating with integrity under Palo Alto Networks’ Channel Rules of Engagement
  • Travel as needed to regional partner teams to expand relationships, enable pipeline growth, and demonstrate a mission-driven, adaptable, growth-oriented mindset

Skills

  • Proven success managing and scaling GSI partnerships with or at Cognizant, Infosys, and TCS, including growing OEM/ISV relationships from $10M to $50M, with strong executive-level relationships and CxO engagement OR experience with GSI partnerships in general
  • 10+ years of partner or direct sales experience in hi-tech, with expertise in consulting and managed services partnerships; cybersecurity background preferred
  • Skilled in platform selling, multiple routes to market (MSSP, Resell, Influence), and structured sales techniques across the full cycle from opportunity identification to account management
  • Strong record of execution, delivering measurable business outcomes against stretch targets while navigating channel conflict and complex relationships
  • Experienced in leveraging and influencing cross-functional teams (product, marketing, sales, channel) in a matrixed environment to execute GTM strategies and close deals
  • Excellent communication and presentation skills with the ability to influence senior leaders, supported by strong collaboration, leadership, and team-player qualities
  • Mission-driven, results-oriented, and adaptable, with the maturity to thrive in fast-paced, dynamic environments

Benefits

  • Restricted stock units
  • Bonus

Company Overview

  • Palo Alto Networks is a cybersecurity company that offers cybersecurity solutions for organizations. It was founded in 2005, and is headquartered in Santa Clara, California, USA, with a workforce of 10001+ employees. Its website is http://www.paloaltonetworks.com.

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