Director, Indian GSI Partnerships

1 week ago

Santa Clara, California, United States Palo Alto Networks Full time
Job Description

Company Description

At Palo Alto Networks, everything revolves around our mission of being the go-to cybersecurity partner, safeguarding our digital lifestyle.

Our vision is to create a safer world day by day. We are a company that thrives on disrupting the norm and we are seeking individuals who are just as passionate about shaping the future of cybersecurity as we are.

Our Unique Work Approach

We prioritize flexibility and individual choice in all our programs. We believe that not all employees have identical needs, offering personalization and autonomy - from well-being support to personal growth and beyond.

Collaboration and face-to-face communication are valued at Palo Alto Networks. Our employees typically work from the office three days a week, granting two days for flexible remote work. This arrangement fosters organic discussions, problem-solving, and trusting relationships. Our aim is to cultivate an innovative environment where office-based teams gather three days a week to collaborate and thrive together.

Your Career Path

You will be responsible for leading the Go-To-Market (GTM) activities for major Indian Global System Integrators (GSI) in the Palo Alto Networks Americas sales strategy - principally Infosys, Wipro, Cognizant, and HCL. As the GTM Director, you will collaborate with local core and specialized sales teams, working closely with partner counterparts to drive joint sales initiatives and enhance market share. The role focuses on achieving tangible outcomes, such as increased bookings and expanding the customer base through sales and marketing initiatives.

Partner with internal and external cross-functional teams to steer GTM sales, marketing, and training efforts. Develop and present partner strategies and contribute to partner business evaluations.

Your Impact

  • Collaborate with the Americas partner team to establish a business plan tailored for target growth by Partner's Service Lines, Industry Segments, Market Units, and Palo Alto Networks' Sales Segments (Strategic, Majors, Enterprise).
  • Cultivate strong relationships, facilitating 'partner peering' to enhance partnerships.
  • Engage in deal-level activities to drive joint pipelines, provide hands-on support on order processing, and ensure timely order submissions aligning with Salesforce forecasts.
  • Educate the North America Partner's Sales team on the value proposition of our enterprise security platform to drive growth.
  • Forge relationships with relevant Partner and Palo Alto Networks Regional Leads to bolster business support.
  • Engage in inbound and outbound communication, with regular onsite visits to regional Partner teams to identify sales opportunities, drive pipeline growth, and foster connections.
  • Collaborate with country leadership to implement local business plans, ensuring the involvement of key stakeholders and obtaining approval.
  • Lead Quarterly Business Reviews (QBR) with stakeholders to evaluate progress towards mutual objectives.
  • Collaborate with Partner's executive leaders to proactively uncover leads and introduce Palo Alto Networks to Partner clients and prospects.
  • Balance short-term initiatives with long-term development goals.
  • Assist the sales team in tactical pricing strategies and leverage additional investment and support.

Your Profile

  • Minimum 10 years of sales experience in a technology setting focusing on consulting and managed services partnerships with Indian GSI's.
  • Minimum 5 years in indirect sales with a proven track record in partner management with System Integrators and tier-one Value Added Partners across multiple countries.
  • Demonstrated sales campaign management skills, particularly with various Routes-To-Market.
  • Experience in structured sales techniques, encompassing the entire sales cycle from opportunity identification to ongoing account management.
  • Deep understanding of Managed Services/GSI GTM models.
  • Familiarity with Gross Margin and Margin Blend, capable of engaging in CxO discussions.
  • Proven track record in campaign delivery, utilizing a range of skills to meet targets.
  • Results-driven with the ability to achieve challenging targets.
  • Display leadership skills while also being a team player.
  • Effective verbal and written communication.
  • Strong presentation skills to influence senior levels within Partner organizations.
  • Commercially savvy, with the aptitude to promote and sell the company's offerings based on business benefits.

Meet the Team

Our GSI Partnership team comprises a select group of individuals dedicated to driving our relationship with GSIs in North America and globally. This experienced team collaborates closely with GSI counterparts and internal and external stakeholders to execute our joint business plan efficiently. Your role will play a crucial part in ensuring timely and successful execution.

Our Core Values

We are innovators who set ambitious goals, take calculated risks, and challenge the norms in cybersecurity. Diversity fuels our innovation - we recognize that diverse teams are key to our success in driving innovation together.

We are committed to accommodating qualified individuals with disabilities. If you need assistance or accommodation, contact us at Palo Alto Networks is an equal opportunity employer, welcoming diversity in our workplace. We evaluate all applicants based on their qualifications, regardless of age, ancestry, gender identity, or expression, among other legally protected characteristics.

All your information will be handled confidentially in accordance with EEO guidelines.

The compensation package for this role will be based on qualifications, experience, and location. For candidates selected at this level, the starting salary or base salary plus commission target is expected to range between $316,000/yr to $434,500/yr. The package may also include restricted stock units and a bonus. Details of our employee benefits can be found here.

Immigration Sponsorship: No sponsorship for work visas is available for this position.

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