Director, IBM, North America
Director, IBM, North America
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Not Disclosed
Salary Not Disclosed
1 Vacancy
Job Description
Your Career
In this critical and highly visible role you will lead Palo Alto Networks go-to-market (GTM) strategy & partner sales execution for IBM. You will work with in-region core and specialist sales teams working closely with their partner counterparts to promote joint sales plays and drive net-new business and incremental market share. The role will focus on delivering measurable results including increased bookings and increased net-new customer acquisition through sales and marketing efforts. You will collaborate with cross-functional internal and partner teams to drive sales marketing and partner enablement activities while preparing and delivering weekly reporting on pipeline and bookings quarterly business reviews as well as annual partner plans to grow and evolve the partnership.
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.
Qualifications :
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.
Additional Information :
The Team
Our GSI Partnership team is a small group of selected individuals driving our relationship with GSIs in North America and globally. This focused and experienced team works directly with our GSI counterparts as well as internally and externally to execute on our joint business plan.
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 here.
Our Commitment
Were problem solvers that take risks and challenge cybersecuritys status quo. Its simple: we cant 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 .
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.
Is role eligible for Immigration Sponsorship: Yes
Motor-Vehicle Requirement:
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 drivers license.
Remote Work :
Yes
Employment Type :
Full-time
Employment Type
Remote
Company Industry
Key Skills
- Business Development
- Company Policies
- Customer Service
- Financial Performance
- Revenue Growth
- Oversight
- Regional Sales
- Account Management
- Project Management
- Product Line
- Ensure Compliance
- Human Resources
- Procedures
- Sales Goals
- Direct Reports
