Director of Global Business Development

Palo Alto Networks, Inc.; San Francisco (CA); Remote; USD 219,000 - 300,000; Full time

Job summary

Palo Alto Networks, Inc. is seeking a Director of Global Business Development for Global System Integrators (GSI) to own the worldwide GSI business and partnerships.

You will drive the GSI strategy, build high-level relationships, and shape a multi-year plan to accelerate revenue growth across the globe. You will engage with executive leaders, lead cross-functional teams, and orchestrate joint offerings with GSIs.

Qualifications

• Bachelor’s degree required; MBA or other advanced degree strongly preferred.
• 10+ years of leadership experience in business development, alliance management, or strategic partnerships at a major technology company.
• Extensive experience with Global System Integrators (GSIs) and go-to-market strategies.

Responsibilities

• Define, build, and lead the global business strategy for Palo Alto Networks' GSI partnerships, including setting targets and a multi-year roadmap.
• Cultivate and manage executive-level relationships with GSI partners, serving as the primary liaison for strategic initiatives, joint offers, and major opportunities.
• Lead development of co-branded solutions and joint offers with GSI partners, coordinating with product, marketing, and engineering.
• Own the global go-to-market strategy, aligning regional sales, channel, and marketing teams to drive pipeline and bookings.
• Be accountable for GSI metrics (bookings, pipeline, partner capacity) and report to senior leadership.
• Lead transformational deals with GSIs, negotiating complex contracts.

Skills

Executive leadership

GSI partnerships

Negotiation

Strategic planning

Cross-functional collaboration

Travel willingness

Public speaking

Education

BA/BS degree

MBA or equivalent

Job description

Directorof Global Business Development for Global System Integrators

Location: Office - USA - CA - Headquarters, Remote - USA - IL, Remote - USA - TX

Remote Type: Yes

Time Type: Full time

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

Your Career

The Directorof Global Business Development for Global System Integrators (GSI) will assume complete ownership of Palo Alto Networks' worldwide GSI business for KPMG . This pivotal leadershiproleinvolves building, scaling, and managing the company’s most crucial relationships with Global System Integrators. You will play a keyrolein shaping our GSI strategy, identifying new, transformative partnerships, and executing a global business plan to drive significant revenue and market growth. You will engage at the executive level with both Palo Alto Networks and our GSI partners. Thispositionrequires a leader capable of defining and executing a multi-year vision, leveraging every part of our organization—from product to sales—to unlock new routes to market. Your success will depend on your ability to build trust-based relationships and articulate a compelling joint value proposition that resonates with GSI leadership and their clients.

Your Impact

• 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.

Qualifications

• 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.

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.

$218,800.00 - $300,300.00/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. Please note that we will not sponsor applicants for work visas for this position.