Director of Emerging GSI Business Development

Job Summary

You will lead the global strategy, creation, and execution of programmatic go-to-market (GTM) strategies targeting high-potential, emerging Global System Integrators (GSIs).

Responsibilities

• Drive Programmatic Scale with Emerging GSIs

  • 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.

Requirements

• 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

Qualifications

• Bachelor’s degree or higher
• Relevant industry or business certifications are a plus