Director, GSI Partnerships
About The Position
As the Director, GSI Partnerships, you will lead the GTM strategy & partner sales execution for a set of large systems integrators (Cognizant, Infosys, and TCS) for Palo Alto Networks. In this role you will work with in-region core and specialist sales teams, working closely with their partner counterparts to promote joint sales plays and drive net-new business and incremental market share. The role will focus on delivering measurable results, including increased bookings and increased net-new customer acquisition through sales and marketing efforts. You will collaborate with cross-functional internal and partner teams to drive sales, marketing, and partner enablement activities. You will prepare and deliver weekly reporting on pipeline and bookings, quarterly business reviews, and annual partner plans to grow and evolve the partnership.
Requirements
- 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
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
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What This Job Offers
Job Type
Full-time
Career Level
Director
Education Level
No Education Listed
Number of Employees
5,001-10,000 employees
