Director of Business Development - NTT

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 Impact Strategy Develop and execute the global NTT DATA partnership strategy and joint business plan, translating strategic priorities into measurable revenue, pipeline, and growth objectives. Identify and develop new GTM programs, sales motions, service-led offerings, and cross-ecosystem initiatives that drive incremental growth. Define and validate sales engagement models and joint value propositions that embed Palo Alto Networks technologies into NTT DATA services and solutions. Translate global strategy into theater-level execution plans, priorities, targets, milestones, and measurable outcomes. Ensure the appropriate NTT DATA and Palo Alto Networks stakeholders are aligned across executive leadership, sales, product, services, marketing, finance, operations, and support. Develop and maintain strategic and executive relationships across NTT DATA globally and ensure executive sponsorship is effectively leveraged to accelerate priorities and remove barriers. Identify gaps in execution, coverage, capabilities, or investment and develop corrective actions to keep the partnership plan on track. Partnership Management & Operational Execution Own the operating rhythm for the global NTT DATA partnership, including weekly execution reviews, monthly business reviews, quarterly business reviews, executive steering meetings, and annual planning. Manage the global partnership scorecard, tracking bookings, pipeline creation, pipeline coverage, sales plays, enablement, investments, incentives, and other agreed KPIs against targets. Lead regular internal pipeline and bookings reviews across global and theater teams, identifying gaps, risks, dependencies, and actions required to deliver against the business plan. Establish and maintain action trackers, RAG status reporting, owners, milestones, and completion dates across all strategic workstreams; proactively drive closure of outstanding actions. Manage global workstreams across Sales, Business Development, Offer Development, Product, Marketing, Finance, Services, Operations, and other functions to ensure execution against agreed priorities. Maintain a consistent feedback loop between global leadership and field teams to identify execution barriers, partner requirements, competitive dynamics, and opportunities for acceleration. Own governance of partner investments and budgets in partnership with Finance, including planning, allocation, utilization tracking, reconciliation, and measurement of business outcomes. Manage partner incentive programs, including target setting, performance tracking, quarterly validation, reporting, and coordination with Finance and partner stakeholders. Coordinate and drive global contractual requirements, amendments,