Director of Business Development, GSI at Palo Alto Networks (Remote)
At Palo Alto Networks® everything starts and ends with our mission:
Being the cybersecurity partner of choice, protecting our digital way of life.
We have the vision of a world where each day is safer and more secure than the one before. These aren’t easy goals to accomplish – but we’re not here for easy. We’re here for better. 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.
Disruption is at the core of our technology and on our way of work to meet the needs of our employees now and in the future through FLEXWORK, our approach to how we work. We’re changing the nature of work from benefits to learning, location to leadership, we’ve rethought and recreated every aspect of the employee experience at Palo Alto Networks. And because it FLEXes around each individual employee based on their individual choices, employees are empowered to push boundaries and help us all evolve, together.Job Description
The Palo Alto Networks Global SI team is looking for strategy and business development leaders to develop the next stage of our strategic partnerships with Global Systems Integrators (GSI). Working with the Palo Alto Networks and the GSI teams, you will primarily be tasked with evaluating new strategic business opportunities for the partnership and building a joint business plan. You will work closely with the GSI team and key Palo Alto Networks stakeholders to expand our reach and output from existing offers or drive new sources of revenues through new/refresh offers. You will work with sales and channel teams to develop GTM plans and enable the execution. Additionally, you will also be responsible for identifying and enabling transformational customer opportunities for both Palo Alto Networks and the GSIs.
There are many different opportunities across the business to engage with our GSIs. It will require a focus and a differentiated approach to build a go-to-market strategy that supports the performance expectations of the relationship. We are looking for someone who possesses an understanding of how to successfully develop partnerships to accomplish goals in a complex and collaborative environment. We need someone who will continually evaluate the market and look for new routes of business for our solutions, working to a three-year plan, delivered in phases.
Ideally, you are someone who possesses a track record of success working with GSIs.
Build out a global PANW business with select Global SIs - Assess the potential for the next stage of the strategic partnership
Work with strategic partners to jointly formulate/update the strategy, offer refresh/creation and business plan that encompasses offer rollout, GTM, marketing and delivery
Create and drive the portfolio sales strategy and overall GTM, with a focus on growing net new business
Understand investments needed from products, marketing and enablement to drive these programs from inception through execution
Be accountable for the execution of the strategy/ plan and deliver on metrics such as bookings, pipeline and training/ capacity
Work with direct and channel sales to manage sales efforts typically focused around transformational opportunities, shaping sophisticated/complex deals
Manage interfaces with Field Sales, Business Development, Legal, Contracting, Marketing, PANW Services teams and other internal organizations
2-3 years relevant work experience with management consulting (McKinsey, Bain, BCG, Deloitte, etc.), private equity or top-tier tech strategy or “bizops” functions
4-5 years relevant work experience in business development or partner development roles, ideally within a top-tier technology vendor, security or general high tech
Strong communication (written and verbal) and presentation skills
Experience working for/with a GSI and the ability to understand the business from the GSI perspective
Proven ability to recognize, analyze, and act on go to market approaches, marketing programs, joint value propositions, and business cases around strategic partnerships
Great team player - Strong drive - Willing to take the lead in driving initiatives, working across organizations, and structuring approaches to new opportunities
Proven experience in driving results through a highly matrixed, global team
Knowledge of security market trends, competitive products and directional awareness of Palo Alto Networks’ technology development efforts
20-40% Travel in a post-Covid world
Experience working with Channel partners and technology partnership programs is a plus
Experience in offer creation is a plus
Experience with the Cybersecurity ecosystem in Cloud/SASE/SOCs is an additional plus
We’re trailblazers that dream big, take risks, and challenge cybersecurity’s status quo. It’s simple: we can’t accomplish our mission without diverse teams innovating, together.
Palo Alto Networks is evolving and changing the nature of work to meet the needs of our employees now and in the future through FLEXWORK, our approach to how we work. From benefits to learning, location to leadership, we’ve rethought and recreated every aspect of the employee experience at Palo Alto Networks. And because it FLEXes around each individual employee based on their individual choices, employees are empowered to push boundaries and help us all evolve, 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.
Disclosure required by sb19-085 (8-5-20) of the minimum compensation (includes on-target earnings = base + on target incentives for sales roles) for this role to be located in the state of Colorado. If hired in Colorado, this position starts at $178,900/yr. Depending on the position offered, restricted stock units and incentive or bonus pay may be provided as part of this compensation package. Additional benefits may be found here.
All your information will be kept confidential according to EEO guidelines.
Covid-19 Vaccination Information for Palo Alto Networks Jobs
- Vaccine requirements and disclosure obligations vary by country.
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