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
