Director of Business Development

Our Mission

At Palo Alto Networks®, we’re united by a shared mission—to protect our digital way of life. We thrive at the intersection of innovation and impact, solving real-world problems with cutting-edge technology and bold thinking. Here, everyone has a voice, and every idea counts. If you’re ready to do the most meaningful work of your career alongside people who are just as passionate as you are, you’re in the right place.

Who We Are

In order to be the cybersecurity partner of choice, we must trailblaze the path and shape the future of our industry. This is something our employees work at each day and is defined by our values: Disruption, Collaboration, Execution, Integrity, and Inclusion. We weave AI into the fabric of everything we do and use it to augment the impact every individual can have. If you are passionate about solving real-world problems and ideating beside the best and the brightest, we invite you to join us!

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.

Job Summary

Your Impact

Strategy

• Develop and execute the global NTT DATA partnership strategy and joint business plan, translating strategic priorities into measurable revenue, pipeline, and growth objectives.

• Identify and develop new GTM programs, sales motions, service-led offerings, and cross-ecosystem initiatives that drive incremental growth.

• Define and validate sales engagement models and joint value propositions that embed Palo Alto Networks technologies into NTT DATA services and solutions.

• Translate global strategy into theater-level execution plans, priorities, targets, milestones, and measurable outcomes.

• Ensure the appropriate NTT DATA and Palo Alto Networks stakeholders are aligned across executive leadership, sales, product, services, marketing, finance, operations, and support.

• Develop and maintain strategic and executive relationships across NTT DATA globally and ensure executive sponsorship is effectively leveraged to accelerate priorities and remove barriers.

• Identify gaps in execution, coverage, capabilities, or investment and develop corrective actions to keep the partnership plan on track.

Partnership Management & Operational Execution

• Own the operating rhythm for the global NTT DATA partnership, including weekly execution reviews, monthly business reviews, quarterly business reviews, executive steering meetings, and annual planning.

• Manage the global partnership scorecard, tracking bookings, pipeline creation, pipeline coverage, sales plays, enablement, investments, incentives, and other agreed KPIs against targets.

• Lead regular internal pipeline and bookings reviews across global and theater teams, identifying gaps, risks, dependencies, and actions required to deliver against the business plan.

• Establish and maintain action trackers, RAG status reporting, owners, milestones, and completion dates across all strategic workstreams; proactively drive closure of outstanding actions.

• Manage global workstreams across Sales, Business Development, Offer Development, Product, Marketing, Finance, Services, Operations, and other functions to ensure execution against agreed priorities.

• Maintain a consistent feedback loop between global leadership and field teams to identify execution barriers, partner requirements, competitive dynamics, and opportunities for acceleration.

• Own governance of partner investments and budgets in partnership with Finance, including planning, allocation, utilization tracking, reconciliation, and measurement of business outcomes.

• Manage partner incentive programs, including target setting, performance tracking, quarterly validation, reporting, and coordination with Finance and partner stakeholders.

• Coordinate and drive global contractual requirements, amendments, business terms, and related approvals across Legal, Finance, Sales Operations, and partner stakeholders.

• Coordinate NTT DATA requests for sales enablement, sales acceleration resources, investments, and field support, ensuring clear ownership, prioritization, execution, and measurement of outcomes.

• Plan and operationalize Executive Business Centers (EBCs), executive meetings, and strategic workshops, ensuring clear objectives, pre-meeting preparation, decisions, documented actions, owners, and post-meeting follow-through..

• Proactively identify execution risks and escalations, bring together the appropriate stakeholders, and drive issues through resolution.

Qualifications

• 12-15 years of experience.

• Must have experience in partners and global accounts.

• Must have experience working in fast-paced, matrix corporations and deep understanding of Global Systems Integrator business models. Prefer NTT Data experience 

• Proven experience in a senior sales/ channel role with global responsibility.

• Strong presentation, negotiation, and relationship-building skills, capable of engaging executives and technical teams

• Program and project management skills and ability to manage people reporting into other organizations to desired outcomes.

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 the annual range listed below. The offered compensation may also include restricted stock units and a bonus. A description of our employee benefits may be found here.

$218,800.00 - $300,300.00/yr

Our Commitment

We’re trailblazers that dream big, 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.

Is role eligible for Immigration Sponsorship? No. Please note that we will not sponsor applicants for work visas for this position.