The Global Alliance Lead Director for Kyndryl at Palo Alto Networks is responsible for the overall P&L and sales targets of the alliance. This role involves creating and executing the strategy, driving joint solutions with Kyndryl Services teams, and building a comprehensive go-to-market plan. The successful candidate will lead business reviews, ensure the success of Kyndryl delivery teams, and manage complex transformational engagements, focusing on growing net new business and large deals.

Must Have

• Own and lead the joint business and GTM plan, with prioritized investments aligned to building long term growth and success
• Be the leader for the Kyndryl business and take responsibility for the annual sales targets and associated GTM
• Responsible for creation of joint solutions that are aligned with key client challenges and significant markets for both Palo Alto Networks and Kyndryl
• Create and drive the portfolio strategy and overall GTM, with a focus on growing net new business and large complex deals
• Lead regular business reviews and provide analysis of success and pain points
• Ensure the success of Kyndryl delivery teams in the field, supported by PANW professional services, support and training teams
• Manage sales efforts typically focused on transformational engagements, shaping complex deals that match client needs to joint PANW/Kyndryl solutions
• Manage interfaces with PANW Services teams, Field Sales, Business Development, Legal, Contracting, HR, Recruiting, Marketing, and other internal organizations
• BA/BS degree
• 10+ Years’ experience in GTM/BD/General Management running a significant partner business
• Deep understanding of Global Systems Integrator business models through direct experience working at a GSI or managing GSI alliances
• Proven experience in successfully working within a matrixed environment
• Experience working in multiple countries and the ability to differentiate your approach and strategy in different GEOs
• Experience and understanding of Sales, Marketing, Customer Success, Business Development
• Industry knowledge of security product market trends, competitive products and directional awareness of Palo Alto Networks’ roadmap and technology development efforts
• Knowledge of delivering comprehensive security solutions to the customer base
• Strong communication (written and verbal) and presentation skills

Good to Have

• MBA preferred
• Strong network at Kyndryl or IBM GTS

Perks & Benefits

• Restricted stock units
• Bonus

Company Description

Our Mission

At Palo Alto Networks® everything starts and ends with our mission:

Being the cybersecurity partner of choice, protecting our digital way of life.

Our vision is a world where each day is safer and more secure than the one before. We are a company built on the foundation of challenging and disrupting the way things are done, and we’re looking for innovators who are as committed to shaping the future of cybersecurity as we are.

Who We Are

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 Description

Your Career

The Kyndryl Alliance Lead is responsible for all aspects of Palo Alto Network’s alliance with Kyndryl, including the overall P&L and sales targets of the business. You will create the strategy and execute the goals and sales targets for the business. You will work closely and collaboratively with Kyndryl Services teams and key Palo Alto Networks teams to oversee and drive the creation and delivery of joint solutions.

The Alliance Lead will build a comprehensive go-to-market strategy that supports the performance expectations of the relationship. We are looking for someone who possesses a clear understanding of successfully developing partnerships in a leadership capacity. We need someone who will continually evaluate the market and look for new routes of business for our solutions. Ideally, you are someone who possesses a track record of success working with GSIs with strong existing Kyndryl relationships.

Your Impact

• Own and lead the joint business and GTM plan, with prioritized investments aligned to building long term growth and success. Be the leader for the Kyndryl business and take responsibility for the annual sales targets and associated GTM.
• Responsible for creation of joint solutions that are aligned with key client challenges and significant markets for both Palo Alto Networks and Kyndryl.
• Create and drive the portfolio strategy and overall GTM, with a focus on growing net new business and large complex deals.
• Lead regular business reviews and provide analysis of success and pain points.
• Critical to the success will be ensuring the success of Kyndryl delivery teams in the field, supported by PANW professional services, support and training teams.
• Manage sales efforts typically focused on transformational engagements, shaping complex deals that match client needs to joint PANW/Kyndryl solutions.
• Manage interfaces with PANW Services teams, Field Sales, Business Development, Legal, Contracting, HR, Recruiting, Marketing, and other internal organizations.

Qualifications

Your Experience

• BA/BS required, MBA preferred.
• 10+ Years’ experience in GTM/BD/General Management running a significant partner business.
• Deep understanding of Global Systems Integrator business models through direct experience working at a GSI or managing GSI alliances. A strong network at Kyndryl or IBM GTS would be ideal.
• Proven experience in successfully working within a matrixed environment.
• Experience working in multiple countries and the ability to differentiate your approach and strategy in different GEOs.
• Experience and understanding of Sales, Marketing, Customer Success, Business Development.
• Industry knowledge of security product market trends, competitive products and directional awareness of Palo Alto Networks’ roadmap and technology development efforts.
• Knowledge of delivering comprehensive security solutions to the customer base.
• 30%-50% Travel with ability to travel internationally.
• Strong communication (written and verbal) and presentation skills.

Additional Information

Compensation Disclosure

The compensation offered for this position will depend on qualifications, experience, and work location. For candidates who receive an offer at the posted level, the starting base salary (for non-sales roles) or base salary + commission target (for sales/commissioned roles) is expected to be between $183200 - $297000/YR. The offered compensation may also include restricted stock units and a bonus. A description of our employee benefits may be found here.

Our Commitment

We’re problem solvers that take risks and challenge cybersecurity’s status quo. It’s simple: we can’t accomplish our mission without diverse teams innovating, together.

We are committed to providing reasonable accommodations for all qualified individuals with a disability. If you require assistance or accommodation due to a disability or special need, please contact us at accommodations@paloaltonetworks.com.

Palo Alto Networks is an equal opportunity employer. We celebrate diversity in our workplace, and all qualified applicants will receive consideration for employment without regard to age, ancestry, color, family or medical care leave, gender identity or expression, genetic information, marital status, medical condition, national origin, physical or mental disability, political affiliation, protected veteran status, race, religion, sex (including pregnancy), sexual orientation, or other legally protected characteristics.

All your information will be kept confidential according to EEO guidelines.