Palo Alto Director IBM North America 

United States, California 

605412052

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

Your Impact

• Develop and own the North America business plan with clear execution steps, provide weekly forecasts, and lead monthly, quarterly, and annual partner business reviews to achieve revenue targets.
• Build and strengthen relationships with executive, vertical, and account leaders in partner organizations, ensuring alignment between Palo Alto Networks and partner field sales teams.
• Drive field and partner interlock by engaging sales leadership effectively and creating winning outcomes for customers and stakeholders.
• Serve as the subject matter expert on repeatable sales plays, joint solutions, marketing activities, and partner routes to market (MSSP, Resell, Influence).
• Support joint pipeline progression at the deal level, including pricing strategies, order processing, procurement, and timely deal closure.
• Lead and collaborate on partner enablement programs with SEs and Partner Development Managers to expand capacity and demand generation.
• Document partner activities, communicate outcomes and next steps, and ensure consistent follow-up on joint pursuits.
• Apply strong sales skills (listening, qualifying, negotiating, closing, etc.) to consistently achieve targets and drive results.
• Collaborate cross-functionally, share best practices, and maintain customer focus while operating with integrity under Palo Alto Networks’ Channel Rules of Engagement.
• Travel as needed to regional partner teams to expand relationships, enable pipeline growth, and demonstrate a mission-driven, adaptable, growth-oriented mindset.

Your Experience

• Proven success managing and scaling GSI partnerships including growing OEM/ISV relationships from $100M to $200M+, with strong executive-level relationships and CxO engagement.
• 10+ years of partner or direct sales experience in hi-tech, with expertise in consulting and managed services partnerships; cybersecurity background preferred.
• Previous experience working with IBM Consulting is preferred.
• Skilled in platform selling, multiple routes to market (MSSP, Resell, Influence), and structured sales techniques across the full cycle from opportunity identification to account management.
• Strong record of execution, delivering measurable business outcomes against stretch targets while navigating channel conflict and complex relationships.
• Experienced in leveraging and influencing cross-functional teams (product, marketing, sales, channel) in a matrixed environment to execute GTM strategies and close deals.
• Excellent communication and presentation skills with the ability to influence senior leaders, supported by strong collaboration, leadership, and team-player qualities.
• Mission-driven, results-oriented, and adaptable, with the maturity to thrive in fast-paced, dynamic environments.

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/com-missioned roles) is expected to be between $356000/YR - $415250/YR. The offered compensation may also include restricted stock units and a bonus. A description of our employee benefits may be found .

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

This role may require travel to and from Palo Alto Networks, Inc. business meetings and events and requires reliable transportation to do so. If a hire chooses to drive in connection with company business, the hire for this role must maintain a valid driver’s license.