Global GSI Partnerships Leader | Cybersecurity Growth

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

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.