Director of Global Business Development for Global System Integrators
About The Position
The Director of Global Business Development for Global System Integrators (GSI) will own Palo Alto Networks’ worldwide GSI business for KPMG. This leadership role is responsible for building, scaling, and managing strategic relationships with GSIs, shaping the GSI strategy, identifying transformative partnerships, and executing a global business plan to grow revenue and market presence. The Director will engage with executives at Palo Alto Networks and its GSI partners, define and execute a multi-year vision, and coordinate across the organization—from product to sales—to create new routes to market. Success requires building trusted relationships and communicating a compelling joint value proposition to GSI leadership and their clients. The role requires global travel as needed. The company states that the position is not eligible for immigration sponsorship.
Requirements
- Bachelor’s degree (BA/BS) required.
- Prior experience at a GSI in a business development or sales leadership role.
- At least 10 years of leadership experience in business development, alliance management, or strategic partnerships at a major technology company.
- Extensive experience working with GSIs and a deep understanding of their business models, service portfolios, and go-to-market strategies.
- 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.
- Ability to lead and influence in a highly matrixed organization and drive alignment and execution across internal and external stakeholders.
- Strong understanding of the cybersecurity market, including Cloud Security, SASE, and Security Operations.
- Willingness to travel globally as needed.
Nice To Haves
- MBA or another advanced degree is strongly preferred.
Responsibilities
- Define, build, and lead the global business strategy for GSI partnerships, including assessing partner potential, setting business targets, and developing a multi-year roadmap.
- Cultivate and manage executive-level relationships with GSI partners and serve as the primary liaison for strategic initiatives, joint offers, and major business opportunities.
- Lead the development of co-branded solutions and joint offers, identifying market challenges and coordinating with product, marketing, and engineering teams.
- Own the global go-to-market strategy and coordinate execution with regional sales, channel, and marketing teams to drive new pipeline and bookings.
- Manage GSI business metrics, including bookings, pipeline generation, and partner capacity building, and report them to senior leadership.
- Lead the company’s efforts on transformational, high-value GSI deals, including shaping and navigating complex contracts and negotiations.
Benefits
- The compensation may include restricted stock units and a bonus. The job posting refers to an employee benefits description but does not specify particular benefits.
Stand Out From the Crowd
Upload your resume and get instant feedback on how well it matches this job.
What This Job Offers
Job Type
Full-time
Career Level
Director
