Director, IBM, North America

Our Mission

At Palo Alto Networks® everything starts and ends with our mission:

Being the cybersecurity partner of choice, protecting our digital way of life.

Our vision is a world where each day is safer and more secure than the one before. We are a company built on the foundation of challenging and disrupting the way things are done, and we’re looking for innovators who are as committed to shaping the future of cybersecurity as we are.

Who We Are

We take our mission of protecting the digital way of life seriously. We are relentless in protecting our customers and we believe that the unique ideas of every member of our team contributes to our collective success. Our values were crowdsourced by employees and are brought to life through each of us everyday - from disruptive innovation and collaboration, to execution. From showing up for each other with integrity to creating an environment where we all feel included.  

As a member of our team, you will be shaping the future of cybersecurity. We work fast, value ongoing learning, and we respect each employee as a unique individual. Knowing we all have different needs, our development and personal wellbeing programs are designed to give you choice in how you are supported. This includes our FLEXBenefits wellbeing spending account with over 1,000 eligible items selected by employees, our mental and financial health resources, and our personalized learning opportunities - just to name a few! 

Your Career 

In this critical and highly visible role, you will lead Palo Alto Networks' go-to-market (GTM) strategy & partner sales execution for IBM.  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, while preparing and delivering weekly reporting on pipeline and bookings, quarterly business reviews, as well as annual partner plans to grow and evolve the partnership.

Your Impact

• 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.

Your Experience 

• Proven success managing and scaling GSI partnerships including growing OEM/ISV relationships from $100M to $200M+, with strong executive-level relationships and CxO engagement.
• 10+ years of partner or direct sales experience in hi-tech, with expertise in consulting and managed services partnerships; cybersecurity background preferred.
• Previous experience working with IBM Consulting is 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.

The Team

Our GSI Partnership team is a small group of selected individuals driving our relationship with GSI’s in North America and globally. This focused and experienced team works directly with our GSI counterparts, as well as internally and externally to execute on our joint business plan.

Compensation Disclosure 

The compensation offered for this position will depend on qualifications, experience, and work location. For candidates who receive an offer at the posted level, the starting base salary (for non-sales roles) or base salary + commission target (for sales/com-missioned roles) is expected to be between $356000/YR - $415250/YR. The offered compensation may also include restricted stock units and a bonus. A description of our employee benefits may be found here.

Our Commitment

We’re problem solvers that take risks and challenge cybersecurity’s status quo. It’s simple: we can’t accomplish our mission without diverse teams innovating, together.

We are committed to providing reasonable accommodations for all qualified individuals with a disability. If you require assistance or accommodation due to a disability or special need, please contact us at  [email protected].

Palo Alto Networks is an equal opportunity employer. We celebrate diversity in our workplace, and all qualified applicants will receive consideration for employment without regard to age, ancestry, color, family or medical care leave, gender identity or expression, genetic information, marital status, medical condition, national origin, physical or mental disability, political affiliation, protected veteran status, race, religion, sex (including pregnancy), sexual orientation, or other legally protected characteristics.

All your information will be kept confidential according to EEO guidelines.

Is role eligible for Immigration Sponsorship?: Yes

Motor-Vehicle Requirement: 
This role may require travel to and from Palo Alto Networks, Inc. business meetings and events and requires reliable transportation to do so.  If a hire chooses to drive in connection with company business, the hire for this role must maintain a valid driver’s license.