GSI Alliance Business Manager ANZ

The GSI Business Manager will drive non-linear growth for Palo Alto Networks ANZ by building strategic alliances with Infosys and IBM. This role involves developing and executing localized business plans, working closely with field sales teams, and managing joint business execution with designated partners. The manager will collaborate with theatre, regional, and global GSI teams, maintaining relationships with senior GSI executives and facilitating engagement between GSIs and Palo Alto Networks. Success is measured by joint business outcomes and requires a strategic thinker capable of hands-on execution and leading through influence.

Must Have

• Develop and execute regional joint business plans
• Drive joint sales pursuit activities to achieve sales targets
• Evangelise joint value proposition to Infosys and IBM sales teams
• Lead account targeting and orchestrate meetings for new joint pipeline
• Develop and complete capacity plans for partner implementations
• Maintain regular communication to promote partnership success
• Lead regular business performance/relationship reviews with senior management
• Build and maintain activity and performance reports and dashboards
• 5+ years in GSI business management, channel management, or business development
• Good understanding of GSI operating models
• Demonstrated ability to interface successfully across organizations
• Adept at moving quickly between low-level execution and high-level critical thinking
• Strong communication (written and verbal) and presentation skills
• Outstanding relationship building skills
• Successful track record of exceeding performance objectives
• Experience and success operating within enterprise/major accounts/global market
• High discernment with sales, marketing, and solution development mindset
• Capable of performing in a fast-paced, virtual team environment
• Negotiation and conflict resolution skills

Good to Have

• Previous experience working with Infosys and/or IBM as a GSI partner

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 GSI Business Manager will pursue non-linear growth for Palo Alto Networks ANZ , building alliances with two of our most important strategic alliances: Infosys and IBM.

We are looking for a candidate to work with PANW leaders to develop strategy, but who can also roll up their sleeves and help execute that strategy, working closely with our field sales teams. This is a unique opportunity to make your mark by taking our growing GSI business to the next level and beyond, working in a dynamic and supportive environment.

Your success in this role will be defined by the creation and execution of localised business plans with each partner and measured primarily on the joint business executed with each designated partner. Within Palo Alto Networks, you will work with theatre, regional and country leaders and sales teams, the global GSI team, and theatre Cortex and Netsec teams. You will work closely with Infosys and IBM alliance, sales, leadership and consulting teams. The role includes significant executive exposure: you will be maintaining relationships with senior GSI executives in ANZ and facilitating executive engagement between the GSIs and Palo Alto Networks.

You will report directly to the ANZ Pivotal Partner Leader for Strategic Partnerships. However, you will work closely with the Global GSI teams and be responsible for importing global best practices and initiatives to the ANZ Business.

Do you have experience of working at all levels of large strategic partner organisations? Are you a strategic thinker, who is not afraid to roll-up their sleeves and work directly with sales teams? Do you have the skills and experience to lead a diverse team to success through influence and dotted lines, as opposed to direct management? Do you have the drive to develop partnerships based on the long term "outcome where everybody wins strategy"? If so, this may be the role for you!

Your Impact

• 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 organisation
• Evangelise the respective joint value proposition and service offerings to Infosys and IBM regional and industry sales teams as well as internally with Palo Alto Networks account and specialist sales teams - Lead the charge on account targeting and orchestrate meetings to create new joint pipeline and drive business to close
• Develop and complete capacity plans to assure the partners are well positioned to deliver successful customer implementations
• Regular communication, 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

Qualifications

Your Experience

• 5+ years in GSI business management, channel management or business development role within the enterprise software ecosystem (cybersecurity preferred)
• A good understanding of GSI operating models. Previous experience working with Infosys and/or IBM as a GSI partner is an advantage (but not a requirement)
• Demonstrated ability to interface successfully across organisations: from senior leadership to individual contributor level
• Adept at moving quickly between low-level execution and high-level critical thinking and organisation
• Strong communication (written and verbal) and presentation skills
• Outstanding relationship building skills across internal and partner shareholders
• Successful track record of exceeding performance objectives
• Experience and success operating within the enterprise/major accounts/global market
• High discernment with sales, marketing and solution development mindset
• Capable of performing in a fast paced, virtual team environment
• Negotiation and conflict resolution skills

Additional Information

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.