Global Alliance Director

At Palo Alto Networks®, we’re united by a shared mission—to protect our digital way of life. We thrive at the intersection of innovation and impact, solving real-world problems with cutting-edge technology and bold thinking. Here, everyone has a voice, and every idea counts. If you’re ready to do the most meaningful work of your career alongside people who are just as passionate as you are, you’re in the right place.

In order to be the cybersecurity partner of choice, we must trailblaze the path and shape the future of our industry. This is something our employees work at each day and is defined by our values: Disruption, Collaboration, Execution, Integrity, and Inclusion. We weave AI into the fabric of everything we do and use it to augment the impact every individual can have. If you are passionate about solving real-world problems and ideating beside the best and the brightest, we invite you to join us! This role is remote, but distance is no barrier to impact. Our hybrid teams collaborate across geographies to solve big problems, stay close to our customers, and grow together. You will be part of a culture that values trust, accountability, and shared success where your work truly matters.

Your  Career The  Director  of Global Business Development for Global System Integrators (GSI) will assume complete ownership of Palo Alto Networks' worldwide GSI business for KPMG .  This pivotal leadership  role  involves building, scaling, and managing the company’s most crucial relationships with Global System Integrators. You will play a key  role  in shaping our GSI strategy, identifying new, transformative partnerships, and executing a global business plan to drive significant revenue and market growth. You will engage at the executive level with both Palo Alto Networks and our GSI partners. This  position  requires a leader capable of defining and executing a multi-year vision, leveraging every part of our organization—from product to sales—to unlock new routes to market. Your success will depend on your ability to build trust-based relationships and articulate a compelling joint value proposition that resonates with GSI leadership and their clients.

Define, build, and lead the global business strategy for Palo Alto Networks' GSI partnerships, including assessing partner potential, setting ambitious business targets, and developing a multi-year roadmap. Cultivate and manage executive-level relationships with GSI partners, serving as the primary liaison for all strategic initiatives, joint offers, and major business opportunities. Lead the development of innovative, co-branded solutions and joint offers with GSI partners. You will identify key market challenges and orchestrate cross-functional efforts with product, marketing, and engineering to deliver compelling, integrated solutions. Own the global go-to-market strategy, ensuring alignment and execution across Palo Alto Networks’ regional sales, channel, and marketing teams to drive net new pipeline and bookings. Be accountable for all GSI-related business metrics, including bookings, pipeline generation, and partner capacity building, and report on these metrics to the senior leadership team. Lead the company’s efforts on transformational, high-value deals with GSIs, shaping and navigating complex contracts and negotiations.

BA/BS required; MBA or other advanced degree strongly preferred. Prior experience at a GSI in a business development or sales leadership  role . 10+ years of leadership experience in business development, alliance management, or strategic partnerships at a major technology company, Extensive experience working with Global System Integrators (GSIs), with a deep understanding of their business models, service portfolios, and go-to-market strategies. A proven track record of building and scaling a global partner business that drives significant revenue and market