Senior GSI Business Manager, EMEA

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

This role is remote, but distance is no barrier to impact. Our hybrid teams collaborate across geographies to solve big problems, stay close to our customers, and grow together. You will be part of a culture that values trust, accountability, and shared success where your work truly matters.

Your Career

You will center your role on relationship management to achieve measurable results in increased revenue, market share, and depth within the Deloitte and Kyndryl sales teams. Your success in this role will span the creation and execution of unique business plans with each potential team and business unit. You'll be measured primarily on the joint business executed with your Deloitte and Kyndryl across EMEA. You'll be working within all levels of the partner organizations and possess a commitment that focuses on developing partnerships based on the long term, "outcome where everybody wins" strategy.

Your Impact

• Develop and execute business plans driving all aspects of the partner relationship to maximize growth opportunities and ensuring the partner is well-positioned to deliver successful customer implementations and recommendations
• Work well in a team environment to ensure partner and customer satisfaction
• Design a compelling value proposition that inspires partners to promote our solutions 
• Create services based on our emerging and established technologies increasing revenue growth
• Provide clear and consistent communication across the region with your dedicated partners to build strong partnerships throughout your assignment
• Lead regular business performance and relationship reviews with senior management and various stakeholders 
• Build and maintain the activity of performance reports and activity dashboards

Your Experience 

• Experience in Global Systems Integrator Business Management, Channel Management, or Business Development roles within the enterprise software ecosystem and/or network security industry
• Significant network and experience selling within Deloitte and Kyndryl 
• Proven track record of revenue attainment and service creation with GSI partners
• Understanding of GSI operating models
• Experience in managing GSI relationships across multiple regions
• Knowledge of sales, marketing, and solution development
• Demonstrate strong initiative and ability to think creatively with excellent presentation, written, and overall communication skills
• Consistent track record of leading complex sales situations through negotiation and conflict resolution
• Bachelor's degree or equivalent military experience required
• Fluent English is a must-have, Spanish will be a great asset 
• Target location for this role is Madrid

The Team

The channel organization at Palo Alto Networks is a strategic pillar for our continued growth within cybersecurity, and a critical component to accomplishing our mission. Channel development is an extension of the territory sales team, with the ultimate goal to train and enable our channel partners to become empowered in the use and sales of our products.

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  [email protected].

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.