Director, GTM Partnerships (Unit 42)

Palo Alto Networks, Inc.; Santa Clara (CA); On-site; USD 210,000 - 289,000; Full time

Job summary

Palo Alto Networks is seeking a senior leader to drive GTM partnerships for Unit 42 Operations in Santa Clara, CA. You will build and nurture strategic partner relationships with SI/SP/CSP/VAR providers, expand GTM capabilities, and report outcomes to Unit 42 leadership.

You will collaborate with cross-functional teams to execute joint service offerings, drive revenue, and enhance the security consulting portfolio. A strong track record in channel programs and sales strategy is essential.

Qualifications

• Bachelor’s degree or higher required.
• 10+ years of experience across the SI / SP / CSP/ VAR ecosystem.
• Experience with the SI / SP / CSP / VAR service delivery methodology.
• Experience with direct and indirect sales strategies.
• Experience with channel programs, channel policies, and channel management.
• Ability to travel at least 30% of the time.

Responsibilities

• Build and nurture Go To Market (GTM) relationships with strategic partners for Unit 42.
• Partner with the global Ecosystems team to build and manage relationships with partners to expand GTM capabilities.
• Develop joint GTM plays and service offerings, measure effectiveness, and report to Unit 42 leadership.

Education

Bachelor’s degree or higher

Tools

CISSP

Job description

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!

We believe collaboration thrives in person. That’s why most of our teams work from the office full time, with flexibility when it’s needed. This model supports real-time problem-solving, stronger relationships, and the kind of precision that drives great outcomes.

Job Summary

The Team

Unit 42 - Unit 42 Consulting is Palo Alto Network's Security Advisory team. Our vision is to create a more secure digital world by providing the highest quality incident response, risk management, and digital forensic services to clients of all sizes. Our team is composed of recognized experts and incident responders with deep technical expertise and experience in investigations, data breach response, digital forensics, and information security. With a highly successful track record of delivering mission-critical cybersecurity solutions, we are experienced in working quickly to provide an effective incident response, attack readiness, and remediation plans with a focus on providing long-term support to improve our clients’ security posture.

Job Summary

You will work in the Unit 42 Operations team that supports our Unit 42 Consulting and Threat Intelligence teams. You will report directly to the Global Head of Operations for Unit 42, and you will have a global remit to build and nurture strategic partnerships for Unit 42.

Key Responsibilities

• Build and nurture Go To Market (GTM) relationships with strategic partners for Unit 42.
• Partner with the Palo Alto Networks’ global Ecosystems team to build and manage relationships with the full suite of partners (i.e. System Integrators, Service Providers, Cloud Service Providers, Value Added Resellers, etc.) to expand the reach of Unit 42’s GTM capabilities.
• Work with these partners to develop joint GTM plays and service offerings, track their effectiveness, and report to Unit 42 leadership on their effectiveness.
• Maintain the Unit 42 partner proficiency program, where certified partners can obtain greater discounts for reselling Unit 42 consulting services.

Qualifications

Required Qualifications

• Bachelor’s degree or higher.
• 10+ years of experience across the SI / SP / CSP/ VAR ecosystem.
• Minimum 8+ years of experience working in or with SI / SP / CSP / VAR providers and network operators in Sales, Services Delivery, Channel Sales, Engineering, Business Development, Product Management, or Consulting.
• Experience with the SI / SP / CSP / VAR service delivery methodology.
• Experience with direct and indirect sales strategies.
• Experience with channel programs, channel policies, and channel management.
• Ability to travel at least 30% of the time.

Preferred Qualifications

• Relevant industry certifications (e.g. CISSP) encouraged.
• Experience with how partners deliver Incident Response services.
• Highly-driven individual with an execution focus, a strong sense of urgency, and an entrepreneurial and self-motivated mindset.
• Cross-functional influence, relationship building, and project management skills.
• Ability to communicate effectively while building consensus across various functional groups to achieve goals.
• Industry acumen of security product market trends and directional awareness of Palo Alto Networks’ technology development efforts.
• Strong written and verbal communication skills.

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 the annual range listed below. The offered compensation may also include restricted stock units and a bonus. A description of our employee benefits may be found here.

$210,000.00 - $289,250.00/yr

Our Commitment

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.

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 [e-mail].

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? No.