Director, GSI Partnerships jobs in United States
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Palo Alto Networks · 1 month ago

Director, GSI Partnerships

positionSanta Clara, CA, United States
timeFull-time
remoteOnsite
seniorityDirector/Executive
money$356K/yr - $415K/yr
date10+ years exp

Palo Alto Networks is a cybersecurity company dedicated to protecting the digital way of life. The Director of GSI Partnerships will lead the go-to-market strategy and partner sales execution for large systems integrators, focusing on driving measurable results and collaboration with internal and partner teams.

Agentic AICloud SecurityCyber SecurityNetwork SecuritySecurity
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Growth Opportunities
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H1B Sponsor Likelynote

Responsibilities

Develop and own the North America business plan with clear execution steps, provide weekly forecasts, and lead monthly, quarterly, and annual partner business reviews to achieve revenue targets
Build and strengthen relationships with executive, vertical, and account leaders in partner organizations, ensuring alignment between Palo Alto Networks and partner field sales teams
Drive field and partner interlock by engaging sales leadership effectively and creating winning outcomes for customers and stakeholders
Serve as the subject matter expert on repeatable sales plays, joint solutions, marketing activities, and partner routes to market (MSSP, Resell, Influence)
Support joint pipeline progression at the deal level, including pricing strategies, order processing, procurement, and timely deal closure
Lead and collaborate on partner enablement programs with SEs and Partner Development Managers to expand capacity and demand generation
Document partner activities, communicate outcomes and next steps, and ensure consistent follow-up on joint pursuits
Apply strong sales skills (listening, qualifying, negotiating, closing, etc.) to consistently achieve targets and drive results
Collaborate cross-functionally, share best practices, and maintain customer focus while operating with integrity under Palo Alto Networks’ Channel Rules of Engagement
Travel as needed to regional partner teams to expand relationships, enable pipeline growth, and demonstrate a mission-driven, adaptable, growth-oriented mindset

Qualification

GSI partnershipsPartner sales executionSales strategy developmentCybersecurity backgroundPlatform sellingCommunication skillsCollaboration skillsLeadership qualities

Required

Proven success managing and scaling GSI partnerships with or at Cognizant, Infosys, and TCS, including growing OEM/ISV relationships from $10M to $50M, with strong executive-level relationships and CxO engagement OR experience with GSI partnerships in general
10+ years of partner or direct sales experience in hi-tech, with expertise in consulting and managed services partnerships; cybersecurity background preferred
Skilled in platform selling, multiple routes to market (MSSP, Resell, Influence), and structured sales techniques across the full cycle from opportunity identification to account management
Strong record of execution, delivering measurable business outcomes against stretch targets while navigating channel conflict and complex relationships
Experienced in leveraging and influencing cross-functional teams (product, marketing, sales, channel) in a matrixed environment to execute GTM strategies and close deals
Excellent communication and presentation skills with the ability to influence senior leaders, supported by strong collaboration, leadership, and team-player qualities
Mission-driven, results-oriented, and adaptable, with the maturity to thrive in fast-paced, dynamic environments

Benefits

Restricted stock units
Bonus

Company

Palo Alto Networks

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Palo Alto Networks is a cybersecurity company that offers cybersecurity solutions for organizations.
dateFounded in 2005
location
Santa Clara, California, USA
people-size10001+ employees
web-link
http://www.paloaltonetworks.com

H1B Sponsorship

Palo Alto Networks has a track record of offering H1B sponsorships. Please note that this does not guarantee sponsorship for this specific role. Below presents additional info for your reference. (Data Powered by US Department of Labor)
Distribution of Different Job Fields Receiving Sponsorship
Represents job field similar to this job
Trends of Total Sponsorships
2025 (579)
2024 (482)
2023 (341)
2022 (452)
2021 (493)
2020 (235)

Funding

Current Stage
Public Company
Total Funding
$65M
Key Investors
Icon VenturesLehman HoldingsGlobespan Capital Partners
2012-07-20IPO
2008-11-03Series C· $10M
2008-08-18Series C· $27M

Leadership Team

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Helmut Reisinger
CEO EMEA
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Nikesh Arora
Chairman CEO
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