Director, Emerging GSI Business Development

Join Palo Alto Networks as the Director of Emerging GSI Business Development to shape global strategy and program execution with emerging Global System Integrators. This role offers a competitive compensation package, including a base salary in the range of $210,000 to $289,250 per year, plus restricted stock units and a performance bonus. The position supports a hybrid work model with remote options and is based in Santa Clara, CA.

What you get

• Base salary range: $210,000 – $289,250 per year
• Restricted stock units
• Bonus eligibility

You will join a high-energy, global GTM Programs team that thrives on creative problem solving and strategic alliances. The group is collaborative, performance-driven, and focused on shaping how Palo Alto Networks scales through partnerships and shared success.

Responsibilities

• Design and implement scalable global programs for emerging GSIs, including onboarding, enablement, incentives, and lifecycle management.
• Develop a standardized product-centric GTM blueprint (for SASE, Cortex, NGFW) that regional teams can adopt, contextualize, and scale across geographies.
• Lead the onboarding incubation to accelerate momentum from contract signing to active market engagement.
• Partner with GSIs to define joint value propositions, create solution storyboards, and advise on packaging, end-customer pricing, and billing structures.
• Assist partners in building managed or professional services around Palo Alto Networks technology to drive early-stage pipeline visibility.
• Coordinate BD activities with Legal and executive stakeholders to structure foundational partner agreements.
• Act as the central coordinator between global programs and regional channel teams and distributors to align strategies with local markets.
• Track and optimize the program against KPIs such as partner activation and service launches, alongside overall bookings performance.
• Advocate for the emerging GSI ecosystem as an internal thought leader to product, marketing, and sales leadership.

Requirements

• 10-15+ years of professional experience in Enterprise Tech
• Minimum of 5 years directly building, launching, or managing partner GTM programs, global alliances, or partner-centric BD initiatives
• Proven track record of scaling early-stage or low-booking partner relationships 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 deep systems engineering
• Global scope and cross-functional mastery: experience operating across multiple geographies and influencing matrixed internal and external stakeholders
• Entrepreneurial mindset: highly self-motivated, execution-focused, capable of building frameworks from the ground up in a fast-paced environment
• Bachelor’s degree or higher; relevant industry or business certifications are a plus

Technologies

• SASE
• Cortex
• NGFW
• XDR

Our commitment

We are trailblazers who dream big, take risks, and challenge cybersecurity norms. Diversity fuels innovation, and we are committed to inclusive teams that succeed together. Palo Alto Networks provides reasonable accommodations for qualified individuals with disabilities. If you need an accommodation, please contact [email protected].

Compensation

The offered base salary ranges from $210,000 to $289,250 per year. The package may include restricted stock units and a bonus, depending on qualifications, experience, and location. A description of employee benefits is available.

Immigration sponsorship

No sponsorship is available for this position.