Global Alliance Director
About The Position
Our Mission At Palo Alto Networks®, we’re united by a shared mission—to protect our digital way of life. We thrive at the intersection of innovation and impact, solving real-world problems with cutting-edge technology and bold thinking. Here, everyone has a voice, and every idea counts. If you’re ready to do the most meaningful work of your career alongside people who are just as passionate as you are, you’re in the right place. Who We Are In order to be the cybersecurity partner of choice, we must trailblaze the path and shape the future of our industry. This is something our employees work at each day and is defined by our values: Disruption, Collaboration, Execution, Integrity, and Inclusion. We weave AI into the fabric of everything we do and use it to augment the impact every individual can have. If you are passionate about solving real-world problems and ideating beside the best and the brightest, we invite you to join us! 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.
Requirements
- BA/BS required; MBA or other advanced degree strongly preferred.
- Prior experience at a GSI in a business development or sales leadership role.
- 10+ years of leadership experience in business development, alliance management, or strategic partnerships at a major technology company.
- Extensive experience working with Global System Integrators (GSIs), with a deep understanding of their business models, service portfolios, and go-to-market strategies.
- A 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.
- Demonstrated ability to lead and influence in a highly matrixed organization, driving alignment and execution across multiple internal and external stakeholders.
- Strong understanding of the cybersecurity market, including key trends in Cloud Security, SASE, and Security Operations.
- Willingness to travel globally as needed.
Responsibilities
- Define, build, and lead the global business strategy for Palo Alto Networks' GSI partnerships, including assessing partner potential, setting ambitious business targets, and developing a multi-year roadmap.
- Cultivate and manage executive-level relationships with GSI partners, serving as the primary liaison for all strategic initiatives, joint offers, and major business opportunities.
- Lead the development of innovative, co-branded solutions and joint offers with GSI partners. You will identify key market challenges and orchestrate cross-functional efforts with product, marketing, and engineering to deliver compelling, integrated solutions.
- Own the global go-to-market strategy, ensuring alignment and execution across Palo Alto Networks’ regional sales, channel, and marketing teams to drive net new pipeline and bookings.
- Be accountable for all GSI-related business metrics, including bookings, pipeline generation, and partner capacity building, and report on these metrics to the senior leadership team.
- Lead the company’s efforts on transformational, high-value deals with GSIs, shaping and navigating complex contracts and negotiations.
Benefits
- A description of our employee benefits may be found here.
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What This Job Offers
Job Type
Full-time
Career Level
Senior
