Director, Emerging GSI Business Development

Business Development RepBusiness Development RepFull TimeRemoteLeadTeam 10,001+H1B SponsorCompany SiteLinkedIn

Location

Worldwide

Posted

4 days ago

Salary

$210K - $289.3K / year

Seniority

Lead

No structured requirement data.

Job Description

Director, Emerging GSI Business Development

Palo Alto Networks

Role Description As the Director of Emerging GSI Business Development, you will lead the global strategy, creation, and execution of programmatic go-to-market (GTM) strategies targeting high-potential, emerging Global System Integrators (GSIs). These are partners who may not have massive bookings today, but possess the strategic capability, footprint, and alignment to become massive revenue engines tomorrow. This role sits at the intersection of programmatic scale and entrepreneurial business development. You will build the global frameworks, onboarding plays, and monetization models that turn under-penetrated GSIs into thriving, repeatable sources of partner-led growth. This is a high-impact, global position that requires a strategic builder who is motivated by overall program bookings and programmatic KPIs. - Drive Programmatic Scale with Emerging GSIs - Design & Execute Global Programs: Build robust, repeatable global frameworks for onboarding, enablement, incentives, and lifecycle management specifically tailored to emerging GSI partners. - Create the Repeatable Blueprint: Standardize product-centric GTM plays (e.g., for SASE, Cortex, NGFW) that can be easily adopted, contextualized, and scaled by regional ecosystem teams across different geographies. - Establish Onboarding Excellence: Own the initial partner incubation phase, ensuring new GSIs move quickly from contract signing to active market engagement. - Commercial Modeling & Offer Development - Monetization Strategy: Partner with GSIs to define joint value propositions, develop solution storyboards, and consult on commercial packaging, end-customer pricing models, and billing structures. - Service Definition: Assist partners in building managed or professional service offerings wrapped around Palo Alto Networks technology, driving early-stage pipeline visibility. - Contractual Alignment: Lead business development activities and collaborate with Legal and executive stakeholder teams to structure foundational partner agreements. - Cross-Functional Collaboration & Measurement - Global-to-Regional Orchestration: Serve as the central point of coordination, working closely with regional channel teams and distributors to ensure global programmatic strategies match local market dynamics. - Performance Tracking: Manage and optimize the program based on strict programmatic KPIs (e.g., partner activation rates, service launches) alongside overall program bookings performance. - Internal Evangelism: Act as an internal thought leader to product management, marketing, and sales leadership, advocating for the unique needs of the emerging GSI ecosystem. Qualifications - 10-15+ years of professional experience in Enterprise Tech. - Minimum of 5 years of experience directly building, launching, or managing partner GTM programs, global alliances, or partner-centric business development initiatives. - Proven Track Record in Scale: Demonstrated experience taking early-stage or low-booking partner relationships and transforming them into scalable, high-growth engines. - Moderate Technical Acumen: Comfortable discussing cybersecurity trends, architectures, and platform benefits (SASE, Cloud Security, XDR) to align business models, without requiring a deep systems engineering background. - Global Scope & Cross-Functional Mastery: Experience operating across multiple geographic regions and influencing matrixed internal and external stakeholder groups. - Entrepreneurial Mindset: Highly self-motivated, execution-focused, and comfortable building frameworks from the ground up in a fast-paced environment. - Education: Bachelor’s degree or higher; relevant industry or business certifications are a plus. Benefits - Compensation: $210,000.00 - $289,250.00/yr depending on qualifications, experience, and work location. - Potential for restricted stock units and a bonus. Company Description Palo Alto Networks is an equal opportunity employer. We celebrate diversity in our workplace, and all qualified applicants will receive consideration for employment without regard to age, ancestry, color, family or medical care leave, gender identity or expression, genetic information, marital status, medical condition, national origin, physical or mental disability, political affiliation, protected veteran status, race, religion, sex (including pregnancy), sexual orientation, or other legally protected characteristics.

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