Global Alliance Director

This is a fully remote position, open to applicants in Connecticut, +1 more state.

📋 Description

• Define, develop, and oversee the global business strategy for Palo Alto Networks' GSI partnerships.

• Evaluate partner potential, establish business targets, and create a multi-year roadmap.

• Foster and maintain executive-level relationships with GSI partners.

• Act as the primary contact for strategic initiatives, joint offerings, and significant business opportunities.

• Lead the creation of co-branded solutions and collaborative offers with GSI partners.

• Recognize market challenges and coordinate cross-functional efforts with product, marketing, and engineering teams.

• Manage the global go-to-market strategy across regional sales, channel, and marketing teams.

• Drive the generation of new pipeline and bookings.

• Oversee GSI business metrics, including bookings, pipeline development, and partner capacity enhancement.

• Report business metrics to the senior leadership team.

• Lead transformational, high-value GSI deals, encompassing complex contracts and negotiations.

⛳️ Requirements

• BA/BS degree required; MBA or another advanced degree is highly preferred.

• Previous experience at a GSI in a business development or sales leadership capacity.

• Over 10 years of leadership experience in business development, alliance management, or strategic partnerships within a major technology firm.

• Extensive experience collaborating with Global System Integrators (GSIs), including an understanding of their business models, service offerings, and go-to-market strategies.

• Proven success in building and expanding a global partner business that generates substantial revenue and market share.

• Outstanding executive-level communication, negotiation, and presentation abilities.

• Capability to lead and influence within a highly matrixed organization, ensuring alignment and execution among multiple internal and external stakeholders.

• Strong knowledge of the cybersecurity market, including Cloud Security, SASE, and Security Operations.

• Willingness to travel internationally as required.

• Must not need immigration sponsorship; the employer will not sponsor work visas for this role.

🏝️ Benefits

• Restricted stock units.

• Bonus.

• Employee benefits package.

• Reasonable accommodations for qualified individuals with a disability or special need.