Director, Indian GSI Partnerships (NA)
Location
Santa Clara, CA | United States
Job description
Our Mission
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.
Our Approach to Work
We lead with flexibility and choice in all of our people programs. We have disrupted the traditional view that all employees have the same needs and wants. We offer personalization and offer our employees the opportunity to choose what works best for them as often as possible - from your wellbeing support to your growth and development, and beyond!
At Palo Alto Networks, we believe in the power of collaboration and value in-person interactions. This is why our employees generally work from the office three days per week, leaving two days for choice and flexibility to work where you feel most effective. This setup fosters casual conversations, problem-solving, and trusted relationships. While details may evolve, our goal is to create an environment where innovation thrives, with office-based teams coming together three days a week to collaborate and thrive, together!
Job Description
Your Career
You will manage the GTM activities for Indian GSI’s for the Palo Alto Networks Americas sales motion - principally Infosys, Wipro, Cognizant and HCL. The GTM Director 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.
Collaborate with cross-functional internal and partner teams to drive GTM sales, marketing and enablement motion. Prepare and deliver partner plans and support partner business reviews.
Your Impact
- Co-develop with the Americas partner’s team, the Americas business plan that will provide appropriate execution steps to achieve target growth by
- Partner’s Service Lines, Industry Segments & Market Units
- Palo Alto Networks’ Sales Segments (Strategic, Majors, Enterprise)
- Build a regular cadence of relationship-building, responsible for “partner peering” exercises to enable stronger partnerships
- Work at a deal level to facilitate the joint pipeline, provide weekly tactical support on order processing and order management, and ensure purchase orders are submitted in a timely manner according to Sales forecasts in Salesforce
- Educate the North America Partner’s Sales team on our enterprise security platform value proposition to drive growth
- Build relationships with the relevant Partner’s & Palo Alto Networks Regional Leads, to help support the business (training, enablement, marketing, sales, support, etc.)
- Accept inbound and perform outbound telephone calls and make weekly onsite visits to regional Partner teams, to identify new sales opportunities, enable pipeline growth, and drive connectivity and relationship building
- Work with joint country leadership (Sales, SE, Marketing, Channel) to implement local business plans - Ensure the right cross-functional and decision-making stakeholders at the Partners are involved in the Business Plan process and sign-off on its approval
- Develop and lead Quarterly Business Reviews (QBR) with cross-functional stakeholders from both organizations to measure progress against mutual business objectives
- Actively work with the Partner’s executive leaders at Managing Director and Client Partner levels to proactively generate leads and to have Palo Alto Networks introduced to the Partner’s clients and prospects
- Balance short-term initiatives with longer-term development objectives
- Work with sales team on tactical deal-level pricing strategies and leveraging additional investment and enablement capacity
Qualifications
Your Experience
- Minimum 10 years of sales experience in a hi-tech environment focusing on consulting and managed services partnerships, especially with the Indian GSI’s - Cybersecurity experience preferred but not required
- Minimum 5 years in indirect sales with proven experience in partner management with System Integrators and or tier-one Value Added Partners across multiple countries including a track record of service creation
- Proven sales campaign management abilities, ideally with multiple Routes-To-Market (e.g., MSSP, Resale, Influence)
- Experience of using and implementing structured sales techniques spanning the entire sales cycle i.e. identification and qualification of opportunities, business development, order fulfillment, and ongoing account management
- Strong understanding of Managed Services/GSI GTM models
- Understanding of Gross Margin and Margin Blend and be able to conduct CxO conversations
- Demonstrable track record of campaign delivery - The ability to use a wide range of skills (listening, questioning, qualifying, gaining commitment, negotiating, summarizing, closing, etc.) in order to achieve targets
- Results-oriented with a proven ability to deliver against stretch targets
- Maturity to display natural team leadership as well as team player skills
- Articulate verbally and in writing
- Excellent presentation skills with the ability to influence at senior levels within a Partner organization
- Commercially astute, with the ability to promote and sell the company offer on a conceptual basis and through highlighting business benefit as well as product features
Additional Information
The Team
Our GSI Partnership team is a small group of hand-selected individuals driving our relationship with GSI’s in North America and globally. This focused and experienced team works directly with our GSI counterparts, as well as internally and externally to run our joint business plan. This role will be critical to ensuring we execute on time and on plan.
Our Commitment
We’re trailblazers that dream big, take risks, and challenge cybersecurity’s status quo. It’s simple: we can’t accomplish our mission without diverse teams innovating, together.
We are committed to providing reasonable accommodations for all qualified individuals with a disability. If you require assistance or accommodation due to a disability or special need, please contact us at [email protected] .
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.
All your information will be kept confidential according to EEO guidelines.
The compensation offered for this position will depend on
qualifications
, experience, and work location. For candidates who receive an offer at the posted level, the starting base salary (for non-sales roles) or base salary + commission target (for sales/commissioned roles) is expected to be between $316,000/yr to $434,500/yr. The offered compensation may also include restricted stock units and a bonus. A description of our employee benefits may be found here .
Is role eligible for Immigration Sponsorship?: No. Please note that we will not sponsor applicants for work visas for this position.
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