Gtm Manager, Gsi Partnerships

Summary

Join Palo Alto Networks' GSI Public Sector sales team as a North America GTM Manager and drive significant growth through strategic consulting partners like Accenture Federal. You will develop and execute strategies to expand pipeline and revenue, collaborating closely with internal and partner teams. Responsibilities include building relationships, leading business reviews, serving as a subject matter expert, and driving partner enablement programs. Success requires expertise in GSI partner models, enterprise sales, and proven experience influencing senior executives. The role demands strong communication, collaboration, and data analysis skills, along with a minimum of 5 years of sales experience (3+ in indirect sales with system integrator experience). Palo Alto Networks offers a competitive compensation package, including base salary, restricted stock units, and a bonus.

Requirements

• Fluent in GSI partner business and operating models as well as enterprise technology sales cycles, processes and best practices
• Skilled in developing partner business strategy, business plans and the ability to measure success against key performance indicators and overall return on investment
• Proven experience influencing senior level partner executives and/or partner principles
• Strong and effective communication – written, oral, and public presentation
• Ability to work, collaborate and drive outcomes individually
• Experience in working in cross–functional environment and driving joint strategy
• Strong social skills including the ability to collaborate and influence from a wide variety of sources/resources internal and external
• Data-driven and fluent in Salesforce and Tableau
• Minimum 5+ years of sales experience in a hi-tech environment - Minimum 3+ years in indirect sales with proven experience in partner management with system integrators
• Excellent presentation skills with the ability to influence at senior levels within a partner organization
• BS or MS degree or equivalent military experience

Responsibilities

• Develop and update the GSI strategy & partner business plan for North America to ensure the partnership is on track to hit goals for pipeline and bookings targets
• Establish cadence for and lead monthly, quarterly and annual business reviews with GSI partner
• Build & strengthen relationships with key stakeholders at all levels in the partner organization
• Be a bridge between field sales account teams and partner account teams in order to drive winning outcomes for all along with our customers
• Serve as the go-to subject matter expert for the North America field sales organization for repeatable sales plays, joint solutions and marketing activities with partners to generate demand & pipeline that will lead to net new bookings
• Understands routes to market with partners (MSSP, Resell & Influence)
• Leverage a wide range of skills (listening, questioning, qualifying, gaining commitment, negotiating, summarizing, closing, etc.) in order to achieve targets
• Drive field & partner interlock and engage sales leadership effectively
• Document partner activities in joint pursuits and accurately communicate outcomes and next steps
• Lead partner enablement programs in close collaboration with field SE and Partner Development Managers
• Experience in sales cycle progression and procurement processes in partner-led deals in order to ensure timely closure of deals against critical quarterly targets
• Provide weekly forecast updates toward quarterly and annual revenue targets
• Embrace Palo Alto Networks Channel Rules of Engagement and operate with high integrity
• Collaborate and shares best practices cross-functionally and with partners effectively
• Drive partners to go big with Palo Alto Networks
• Maintains customer focus and thrives in a fast-paced, matrixed & dynamic environment

Benefits

• FLEXBenefits wellbeing spending account with over 1,000 eligible items selected by employees
• Mental and financial health resources
• Personalized learning opportunities
• Base salary (for non-sales roles) or base salary + commission target (for sales/commissioned roles) is expected to be between $232000 - $319000/YR
• Restricted stock units
• A bonus