GSI Business Manager JAPAC

Our Mission

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.

Who We Are

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!

We believe collaboration thrives in person. That's why most of our teams work from the office full time, with flexibility when it's needed. This model supports real-time problem-solving, stronger relationships, and the kind of precision that drives great outcomes.

Job Summary

Job Summary

Our Global Systems Integrator (GSI) team is a strategic pillar for the organisation's continued growth, and we are looking for an experienced leader who thrives in a fast-paced working environment. As a founding member of our new Global Ecosystems team, you will play a key role in driving successful relationships within the GSI community.

Reporting to the Director, Strategic Alliances for JAPAC while maintaining a dotted line to the Corporate GSI lead, you will develop long term business with a small selection of large and strategic GSI partners, for example Deloitte and/or PWC.

Your success in this role will span the creation and execution of business plans with each partner and will be measured primarily on the joint business executed. You will leverage your experience of working across all levels of large strategic partners in order to develop partnerships based on a "long term outcome, where everybody wins" strategy.

Key Responsibilities

• Develop and execute regional joint business plans which drive all aspects of the partner relationship including sales and pipeline development, executive interlocks, business development, enablement, certification plans, and partner marketing
• Drive joint sales pursuit activities pursuant to the successful attainment against a given sales target, working with the Palo Alto Networks sales organization
• Present and promote Palo Alto Networks value proposition and capabilities, enabling the partner to build a profitable Palo Alto Networks business
• Develop and complete capacity plans to assure the partner is well positioned to deliver successful customer implementations
• Regular communication across the region, which promotes the success of the partnership
• Lead regular business performance/relationship reviews with senior management
• Build and maintain activity and performance reports and dashboards

• Bachelor's Degree or equivalent practical experience, MBA preferred or equivalent military experience required
• 7+ years of Global System Integrator Direct Sales Management, Channel Management or Business Development experience within the enterprise ecosystem
• Excellent instincts and proven ability to interface at a senior leadership to individual contributor level with ease
• Adept at moving quickly between low-level execution and high-level critical thinking and organization
• A good understanding of GSI operating models
• Outstanding relationship building skills across internal and partner shareholders
• Excellent executive communication and presentation skills
• Successful track record of exceeding performance objectives
• Experience and success operating within the Enterprise/Major Accounts/Global market
• Fast paced, high growth company experience
• High discernment with sales, marketing, and solution development mindset
• Capable of performing in a virtual team environment
• Negotiation and conflict resolution skills