Director of Global Business Development – Global System Integrators

Jobtailor; California (MO); On-site; USD 150,000 - 210,000; Full time

Job summary

Palo Alto Networks seeks a strategic leader to define, build, and lead the global GSI partnerships program. You will assess partner potential, set multi-year targets, and coordinate with product, marketing, and engineering to craft joint offers.

You will cultivate executive relationships with GSIs, orchestrate cross-functional initiatives, and own the go-to-market across regions. The role drives net-new pipeline, bookings, and high-impact deals, reporting results to the senior leadership team.

Qualifications

• BA/BS degree required; MBA or advanced degree strongly preferred.
• 10+ years of leadership in business development, alliances, or strategic partnerships at a major technology company.
• Extensive experience with Global System Integrators (GSIs) and GTM strategies.
• Proven track record building and scaling a global partner business that generates revenue.
• Executive-level communication, negotiation, and presentation skills.
• Ability to lead in a matrixed organization across internal and external stakeholders.
• Strong cybersecurity market knowledge: Cloud Security, SASE, and Security Operations.
• Willingness to travel globally; immigration sponsorship not provided.

Responsibilities

• Define, build, and lead the global business strategy for GSI partnerships
• Assess partner potential, set business targets, and develop a multi-year roadmap
• Cultivate and manage executive-level relationships with GSI partners
• Serve as the primary liaison for strategic initiatives, joint offers, and major business opportunities
• Lead development of innovative, co-branded solutions and joint offers with GSI partners
• Identify market challenges and orchestrate cross-functional efforts with product, marketing, and engineering
• Own the global go-to-market strategy across regional sales, channel, and marketing teams
• Drive net new pipeline and bookings
• Manage GSI business metrics, including bookings, pipeline generation, and partner capacity building
• Report business metrics to the senior leadership team
• Lead transformational, high-value deals with GSIs, including complex contracts and negotiations
• Engage with Palo Alto Networks and GSI partners at the executive level

Skills

Business development leadership

GSI experience

Executive-level communication

Negotiation skills

Cybersecurity market knowledge

Cross-functional collaboration

Pipeline generation

Education

BA/BS degree

MBA preferred

Job description

• Define, build, and lead the global business strategy for Palo Alto Networks' GSI partnerships
• Assess partner potential, set business targets, and develop a multi-year roadmap
• Cultivate and manage executive-level relationships with GSI partners
• Serve as the primary liaison for strategic initiatives, joint offers, and major business opportunities
• Lead development of innovative, co-branded solutions and joint offers with GSI partners
• Identify market challenges and orchestrate cross-functional efforts with product, marketing, and engineering
• Own the global go-to-market strategy across regional sales, channel, and marketing teams
• Drive net new pipeline and bookings
• Manage GSI business metrics, including bookings, pipeline generation, and partner capacity building
• Report business metrics to the senior leadership team
• Lead transformational, high-value deals with GSIs, including complex contracts and negotiations
• Engage with Palo Alto Networks and GSI partners at the executive level

Requirements

• 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), including understanding of their business models, service portfolios, and go-to-market strategies
• 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
• 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 Cloud Security, SASE, and Security Operations
• Willingness to travel globally as needed
• Applicants must not require immigration sponsorship; the company will not sponsor work visas for this position

Core Competencies

Demonstrates expertise in developing and executing global business strategies for partnerships, particularly with Global System Integrators (GSIs), while effectively managing executive-level relationships and driving significant revenue growth in the cybersecurity market.

Highest-signal resume keywords

• Business Development Leadership
• Global System Integrator (GSI) Experience
• Executive-Level Communication
• Negotiation Skills
• Cybersecurity Market Knowledge

Hard Skills

• Business Strategy Development
• Pipeline Generation
• Revenue Growth
• Contract Negotiation
• Market Analysis

Soft Skills

• Relationship Management
• Influencing Skills
• Cross-Functional Collaboration
• Presentation Skills

Certifications & Qualifications

• BA/BS Degree
• MBA or Advanced Degree Preferred

Industry Keywords

• Global System Integrators
• Cybersecurity
• Cloud Security
• SASE
• Security Operations