NOTE the preferred location for this role is the greater New York City metropolitan area and/or New Jersey.Your Career 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 ImpactDevelop 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 targetsBuild and strengthen relationships with executive, vertical, and account leaders in partner organizations, ensuring alignment between Palo Alto Networks and partner field sales teamsDrive field and partner interlock by engaging sales leadership effectively and creating winning outcomes for customers and stakeholdersServe 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 closureLead and collaborate on partner enablement programs with SEs and Partner Development Managers to expand capacity and demand generationDocument partner activities, communicate outcomes and next steps, and ensure consistent follow-up on joint pursuitsApply strong sales skills (listening, qualifying, negotiating, closing, etc.) to consistently achieve targets and drive resultsCollaborate cross-functionally, share best practices, and maintain customer focus while operating with integrity under Palo Alto Networks’ Channel Rules of EngagementTravel as needed to regional partner teams to expand relationships, enable pipeline growth, and demonstrate a mission-driven, adaptable, growth-oriented mindset
