Director, Emerging GSI Business Development
$210,000–$289,250 year
Hybrid · Santa Clara, California, United States
Job Summary
Director of Emerging GSI Business Development responsible for global GTM programs targeting high-potential, emerging Global System Integrators. Design and execute onboarding, enablement, incentives, and lifecycle management frameworks; standardize product-centric GTM plays (e.g., for SASE, Cortex, NGFW) and tailor them for regional ecosystem teams. Own partner incubation from contract signing to active market engagement. Define joint value propositions, develop solution storyboards, advise on commercial packaging, customer pricing models, and billing structures; assist partners in building managed or professional services around Palo Alto Networks technology. Collaborate with Legal and executives to structure foundational partner agreements. Manage cross-functional alignment with regional channel teams and distributors; track program KPIs and overall bookings. Act as an internal thought leader to product management, marketing, and sales; emphasize emerging GSI needs. Qualifications include 10-15+ years in Enterprise Tech, with 5+ years building or managing partner GTM programs; global experience; and a Bachelor’s degree or higher. Compensation ranges from $210,000 to $289,250 per year, with potential stock and bonuses; role is remote with hybrid collaboration across geographies.
Required Qualifications
- 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 scaling partner relationships into high-growth engines
- Moderate technical acumen with ability to discuss cybersecurity trends and platform benefits (SASE, Cloud Security, XDR)
- Global scope experience across multiple geographic regions and matrixed stakeholders
- Entrepreneurial mindset with ability to build frameworks from the ground up in a fast-paced environment
- Bachelor’s degree or higher; relevant industry or business certifications are a plus
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