Palo Alto Networks is hiring: Director, GSI Partnerships North America in New Yo

Overview

Director, GSI Partnerships North America

As the Director, GSI Partnerships North America, you will lead the GTM strategy and partner sales execution for a set of large systems integrators (HCL & Wipro) for Palo Alto Networks. This role collaborates with in-region core and specialist sales teams and partner counterparts to promote joint sales plays and drive net-new business and incremental market share. You will prepare and deliver weekly reporting on pipeline and bookings, quarterly business reviews, and annual partner plans to grow and evolve the partnership.

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

Qualifications

• Proven success managing and scaling GSI partnerships with HCL and Wipro, including growing OEM/ISV relationships from $10M to $50M, with strong executive-level relationships and CxO engagement
• 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
• Experience leveraging 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 collaboration and leadership qualities
• Mission-driven, results-oriented, adaptable, with the maturity to thrive in fast-paced, dynamic environments

Additional Information

• The Team Our GSI Partnership team is a small group driving our relationship with GSI’s in North America and globally, working with GSI counterparts and internal/external partners to execute the joint business plan
• Compensation Disclosure Compensation offered depends on qualifications and location. For offers at posted levels, base salary and potential incentives are described in the posting. Benefits information is available per location
• Our Commitment We are committed to providing reasonable accommodations for qualified individuals with a disability. If you require assistance, contact accommodations@paloaltonetworks.com. Palo Alto Networks is an equal opportunity employer. All qualified applicants will receive consideration without regard to age, ancestry, color, medical care leave, gender identity or expression, genetic information, marital status, national origin, disability, political affiliation, protected veteran status, race, religion, sex, or other legally protected characteristics. All information will be kept confidential according to EEO guidelines
• Motor-Vehicle Requirement This role may require travel to and from Palo Alto Networks, Inc. business meetings and events and requires reliable transportation. If you drive, you must maintain a valid driver’s license

Job Information

• Seniority level: Director
• Employment type: Full-time
• Industry: Computer and Network Security