Director of Business Development - NTT

Palo Alto Networks•Atlanta, GA

54d•$218,800 - $300,300•Remote

About The Position

This role is remote, but distance is no barrier to impact. Our hybrid teams collaborate across geographies to solve big problems, stay close to our customers, and grow together. You will be part of a culture that values trust, accountability, and shared success where your work truly matters. Develop and execute the global NTT DATA partnership strategy and joint business plan, translating strategic priorities into measurable revenue, pipeline, and growth objectives. Identify and develop new GTM programs, sales motions, service-led offerings, and cross-ecosystem initiatives that drive incremental growth. Define and validate sales engagement models and joint value propositions that embed Palo Alto Networks technologies into NTT DATA services and solutions. Translate global strategy into theater-level execution plans, priorities, targets, milestones, and measurable outcomes. Ensure the appropriate NTT DATA and Palo Alto Networks stakeholders are aligned across executive leadership, sales, product, services, marketing, finance, operations, and support. Develop and maintain strategic and executive relationships across NTT DATA globally and ensure executive sponsorship is effectively leveraged to accelerate priorities and remove barriers. Identify gaps in execution, coverage, capabilities, or investment and develop corrective actions to keep the partnership plan on track. Own the operating rhythm for the global NTT DATA partnership, including weekly execution reviews, monthly business reviews, quarterly business reviews, executive steering meetings, and annual planning. Manage the global partnership scorecard, tracking bookings, pipeline creation, pipeline coverage, sales plays, enablement, investments, incentives, and other agreed KPIs against targets. Lead regular internal pipeline and bookings reviews across global and theater teams, identifying gaps, risks, dependencies, and actions required to deliver against the business plan. Establish and maintain action trackers, RAG status reporting, owners, milestones, and completion dates across all strategic workstreams; proactively drive closure of outstanding actions. Manage global workstreams across Sales, Business Development, Offer Development, Product, Marketing, Finance, Services, Operations, and other functions to ensure execution against agreed priorities. Maintain a consistent feedback loop between global leadership and field teams to identify execution barriers, partner requirements, competitive dynamics, and opportunities for acceleration. Own governance of partner investments and budgets in partnership with Finance, including planning, allocation, utilization tracking, reconciliation, and measurement of business outcomes. Manage partner incentive programs, including target setting, performance tracking, quarterly validation, reporting, and coordination with Finance and partner stakeholders. Coordinate and drive global contractual requirements, amendments, business terms, and related approvals across Legal, Finance, Sales Operations, and partner stakeholders. Coordinate NTT DATA requests for sales enablement, sales acceleration resources, investments, and field support, ensuring clear ownership, prioritization, execution, and measurement of outcomes. Plan and operationalize Executive Business Centers (EBCs), executive meetings, and strategic workshops, ensuring clear objectives, pre-meeting preparation, decisions, documented actions, owners, and post-meeting follow-through. Proactively identify execution risks and escalations, bring together the appropriate stakeholders, and drive issues through resolution.

Requirements

12-15 years of experience.
Must have experience in partners and global accounts.
Must have experience working in fast-paced, matrix corporations and deep understanding of Global Systems Integrator business models.
Proven experience in a senior sales/ channel role with global responsibility.
Strong presentation, negotiation, and relationship-building skills, capable of engaging executives and technical teams
Program and project management skills and ability to manage people reporting into other organizations to desired outcomes.

Nice To Haves

Prefer NTT Data experience

Responsibilities

Develop and execute the global NTT DATA partnership strategy and joint business plan, translating strategic priorities into measurable revenue, pipeline, and growth objectives.
Identify and develop new GTM programs, sales motions, service-led offerings, and cross-ecosystem initiatives that drive incremental growth.
Define and validate sales engagement models and joint value propositions that embed Palo Alto Networks technologies into NTT DATA services and solutions.
Translate global strategy into theater-level execution plans, priorities, targets, milestones, and measurable outcomes.
Ensure the appropriate NTT DATA and Palo Alto Networks stakeholders are aligned across executive leadership, sales, product, services, marketing, finance, operations, and support.
Develop and maintain strategic and executive relationships across NTT DATA globally and ensure executive sponsorship is effectively leveraged to accelerate priorities and remove barriers.
Identify gaps in execution, coverage, capabilities, or investment and develop corrective actions to keep the partnership plan on track.
Own the operating rhythm for the global NTT DATA partnership, including weekly execution reviews, monthly business reviews, quarterly business reviews, executive steering meetings, and annual planning.
Manage the global partnership scorecard, tracking bookings, pipeline creation, pipeline coverage, sales plays, enablement, investments, incentives, and other agreed KPIs against targets.
Lead regular internal pipeline and bookings reviews across global and theater teams, identifying gaps, risks, dependencies, and actions required to deliver against the business plan.
Establish and maintain action trackers, RAG status reporting, owners, milestones, and completion dates across all strategic workstreams; proactively drive closure of outstanding actions.
Manage global workstreams across Sales, Business Development, Offer Development, Product, Marketing, Finance, Services, Operations, and other functions to ensure execution against agreed priorities.
Maintain a consistent feedback loop between global leadership and field teams to identify execution barriers, partner requirements, competitive dynamics, and opportunities for acceleration.
Own governance of partner investments and budgets in partnership with Finance, including planning, allocation, utilization tracking, reconciliation, and measurement of business outcomes.
Manage partner incentive programs, including target setting, performance tracking, quarterly validation, reporting, and coordination with Finance and partner stakeholders.
Coordinate and drive global contractual requirements, amendments, business terms, and related approvals across Legal, Finance, Sales Operations, and partner stakeholders.
Coordinate NTT DATA requests for sales enablement, sales acceleration resources, investments, and field support, ensuring clear ownership, prioritization, execution, and measurement of outcomes.
Plan and operationalize Executive Business Centers (EBCs), executive meetings, and strategic workshops, ensuring clear objectives, pre-meeting preparation, decisions, documented actions, owners, and post-meeting follow-through.
Proactively identify execution risks and escalations, bring together the appropriate stakeholders, and drive issues through resolution.