Global Partnerships Director - Remote Growth

Palo Alto Networks; San Francisco (CA); On-site; USD 219,000 - 300,000; Full time

Job summary

Palo Alto Networks is seeking a seasoned Partnership Manager to lead the global NTT DATA partnership strategy and execution. You will drive cross-functional initiatives, manage executive relationships, and govern investments to accelerate growth across territories.

The role demands 12-15 years in partnerships, a track record in global accounts, and strong negotiation and program-management skills. This is a remote, international collaboration with a strong emphasis on execution and governance.

Qualifications

• 12-15 years of experience.
• Experience in partners and global accounts.
• Experience in fast-paced, matrix corporations; preferably NTT Data.
• Senior sales/channel role with global responsibility.
• Strong presentation, negotiation, and relationship-building skills.
• Program and project management skills and ability to manage people reporting into other organizations.

Responsibilities

• Develop and execute the global NTT DATA partnership strategy and joint business plan.
• Identify and develop new GTM programs, sales motions, service-led offerings, and cross-ecosystem initiatives that drive incremental growth.
• Define and validate sales engagement models and joint value propositions that embed Palo Alto Networks technologies into NTT DATA services and solutions.
• Translate global strategy into theater-level execution plans, priorities, targets, milestones, and measurable outcomes.
• Ensure the appropriate NTT DATA and Palo Alto Networks stakeholders are aligned across executive leadership, sales, product, services, marketing, finance, operations, and support.
• Develop and maintain strategic and executive relationships across NTT DATA globally and ensure executive sponsorship is effectively leveraged to accelerate priorities and remove barriers.
• Identify gaps in execution, coverage, capabilities, or investment and develop corrective actions to keep the partnership plan on track.
• Own the operating rhythm for the global NTT DATA partnership, including weekly execution reviews, monthly business reviews, quarterly business reviews, executive steering meetings, and annual planning.
• Manage the global partnership scorecard, tracking bookings, pipeline creation, pipeline coverage, sales plays, enablement, investments, incentives, and other agreed KPIs against targets.
• Lead regular internal pipeline and bookings reviews across global and theater teams, identifying gaps, risks, dependencies, and actions required to deliver against the business plan.
• Establish and maintain action trackers, RAG status reporting, owners, milestones, and completion dates across all strategic workstreams; proactively drive closure of outstanding actions.
• Manage global workstreams across Sales, Business Development, Offer Development, Product, Marketing, Finance, Services, Operations, and other functions to ensure execution against agreed priorities.
• Maintain a consistent feedback loop between global leadership and field teams to identify execution barriers, partner requirements, competitive dynamics, and opportunities for acceleration.
• Own governance of partner investments and budgets in partnership with Finance, including planning, allocation, utilization tracking, reconciliation, and measurement of business outcomes.
• Manage partner incentive programs, including target setting, performance tracking, quarterly validation, reporting, and coordination with Finance and partner stakeholders.
• Coordinate and drive global contractual requirements, amendments, business terms, and related approvals across Legal, Finance, Sales Operations, and partner stakeholders.
• Coordinate NTT DATA requests for sales enablement, sales acceleration resources, investments, and field support, ensuring clear ownership, prioritization, execution, and measurement of outcomes.
• Plan and operationalize Executive Business Centers (EBCs), executive meetings, and strategic workshops, ensuring clear objectives, pre-meeting preparation, decisions, documented actions, owners, and post-meeting follow-through.
• Proactively identify execution risks and escalations, bring together the appropriate stakeholders, and drive issues through resolution.

Skills

Partnership management

Global accounts experience

Senior sales / channel leadership

Executive stakeholder engagement

Program & project management

Negotiation & presentation

Matrix organization experience

Job description

Palo Alto Networks is seeking a seasoned Partnership Manager to lead the global NTT DATA partnership strategy and execution. You will drive cross-functional initiatives, manage executive relationships, and govern investments to accelerate growth across territories.

The role demands 12-15 years in partnerships, a track record in global accounts, and strong negotiation and program-management skills. This is a remote, international collaboration with a strong emphasis on execution and governance.