Full-Time Director, IBM, North America

In this critical role, you will lead Palo Alto Networks' go-to-market (GTM) strategy & partner sales execution for IBM.

Your Impact

• Develop and own the North America business plan.
• Build and strengthen relationships with executive, vertical, and account leaders in partner organizations.
• Drive field and partner interlock by engaging sales leadership effectively.
• Serve as the subject matter expert on repeatable sales plays, joint solutions, marketing activities, and partner routes to market.
• Support joint pipeline progression at the deal level.
• Lead and collaborate on partner enablement programs with SEs and Partner Development Managers.
• Document partner activities, communicate outcomes and next steps.
• Apply strong sales skills to consistently achieve targets and drive results.
• Collaborate cross-functionally, share best practices, and maintain customer focus.
• Travel as needed to regional partner teams.

Your Experience

• Proven success managing and scaling GSI partnerships.
• 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, and structured sales techniques.
• Strong record of execution, delivering measurable business outcomes against stretch targets.
• Experienced in leveraging and influencing cross-functional teams in a matrixed environment.
• Excellent communication and presentation skills.
• Mission-driven, results-oriented, and adaptable.

Compensation Disclosure

The starting base salary is expected to be between $356000/YR - $415250/YR.

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