Global Alliance Lead Director - Kyndryl
About The Position
The Kyndryl Alliance Lead is responsible for all aspects of Palo Alto Network’s alliance with Kyndryl, including the overall P&L and sales targets of the business. You will create the strategy and execute the goals and sales targets for the business. You will work closely and collaboratively with Kyndryl Services teams and key Palo Alto Networks teams to oversee and drive the creation and delivery of joint solutions. The Alliance Lead will build a comprehensive go-to-market strategy that supports the performance expectations of the relationship. We are looking for someone who possesses a clear understanding of successfully developing partnerships in a leadership capacity. We need someone who will continually evaluate the market and look for new routes of business for our solutions. Ideally, you are someone who possesses a track record of success working with GSIs with strong existing Kyndryl relationships.
Requirements
- BA/BS required, MBA preferred.
- 10+ Years’ experience in GTM/BD/General Management running a significant partner business.
- Deep understanding of Global Systems Integrator business models through direct experience working at a GSI or managing GSI alliances.
- Proven experience in successfully working within a matrixed environment.
- Experience working in multiple countries and the ability to differentiate your approach and strategy in different GEOs.
- Experience and understanding of Sales, Marketing, Customer Success, Business Development.
- Industry knowledge of security product market trends, competitive products and directional awareness of Palo Alto Networks’ roadmap and technology development efforts.
- Knowledge of delivering comprehensive security solutions to the customer base.
- 30%-50% Travel with ability to travel internationally.
- Strong communication (written and verbal) and presentation skills.
Nice To Haves
- A strong network at Kyndryl or IBM GTS would be ideal.
Responsibilities
- Own and lead the joint business and GTM plan, with prioritized investments aligned to building long term growth and success.
- Be the leader for the Kyndryl business and take responsibility for the annual sales targets and associated GTM.
- Responsible for creation of joint solutions that are aligned with key client challenges and significant markets for both Palo Alto Networks and Kyndryl.
- Create and drive the portfolio strategy and overall GTM, with a focus on growing net new business and large complex deals.
- Lead regular business reviews and provide analysis of success and pain points.
- Critical to the success will be ensuring the success of Kyndryl delivery teams in the field, supported by PANW professional services, support and training teams.
- Manage sales efforts typically focused on transformational engagements, shaping complex deals that match client needs to joint PANW/Kyndryl solutions.
- Manage interfaces with PANW Services teams, Field Sales, Business Development, Legal, Contracting, HR, Recruiting, Marketing, and other internal organizations.
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What This Job Offers
Job Type
Full-time
Career Level
Director
Number of Employees
5,001-10,000 employees
