Director, GSI Partnerships (HCL / Wipro), North America

Director, GSI Partnerships (HCL / Wipro), North America

At Palo Alto Networks everything starts and ends with our mission : Being the cybersecurity partner of choice, protecting our digital way of life. Our vision is a world where each day is safer and more secure than the one before. We are a company built on the foundation of challenging and disrupting the way things are done, and we're looking for innovators who are as committed to shaping the future of cybersecurity as we are.

We take our mission of protecting the digital way of life seriously. We are relentless in protecting our customers and we believe that the unique ideas of every member of our team contributes to our collective success. Our values were crowdsourced by employees and are brought to life through each of us everyday - from disruptive innovation and collaboration, to execution. From showing up for each other with integrity to creating an environment where we all feel included.

As a member of our team, you will be shaping the future of cybersecurity. We work fast, value ongoing learning, and we respect each employee as a unique individual. Knowing we all have different needs, our development and personal wellbeing programs are designed to give you choice in how you are supported. This includes our FLEXBenefits wellbeing spending account with over 1,000 eligible items selected by employees, our mental and financial health resources, and our personalized learning opportunities - just to name a few!

Job Description

As the 'Director, GSI Partnerships, North America' you will lead the GTM strategy & partner sales execution for a set of large systems integrators (HCL & Wipro) for Palo Alto Networks. In this role you will work with in-region core and specialist sales teams, working closely with their partner counterparts to promote joint sales plays and drive net-new business and incremental market share. The role will focus on delivering measurable results, including increased bookings and increased net-new customer acquisition through sales and marketing efforts. You will collaborate with cross-functional internal and partner teams to drive sales, marketing, and partner enablement activities. You will prepare and deliver weekly reporting on pipeline and bookings, quarterly business reviews, and annual partner plans to grow and evolve the partnership.

Your Impact

• 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

Your Experience