📌 Core Information
🔹 Job Title: North America GTM Manager, GSI Partnerships, Accenture Federal
🔹 Company: Palo Alto Networks
🔹 Location: Remote, Virginia, United States
🔹 Job Type: Full-time
🔹 Category: Computer and Network Security
🔹 Date Posted: April 25, 2025
🔹 Experience Level: 5-10 years
🔹 Remote Status: Remote
🚀 Job Overview
Key aspects of this role include:
- Driving net new pipeline and revenue growth with Accenture Federal
- Developing and updating the GSI strategy and partner business plan
- Building and strengthening relationships with key stakeholders
- Serving as a subject matter expert for the sales organization
- Collaborating cross-functionally and driving joint strategy
ASSUMPTION: This role requires a strong understanding of GSI partner business models, enterprise technology sales cycles, and proven experience in partner management.
📋 Key Responsibilities
✅ Develop and update the GSI strategy and partner business plan for North America
✅ Establish cadence for and lead monthly, quarterly, and annual business reviews with GSI partner
✅ Build and strengthen relationships with key stakeholders at all levels in the partner organization
✅ 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 and pipeline
✅ Lead partner enablement programs in close collaboration with field SE and Partner Development Managers
✅ Provide weekly forecast updates toward quarterly and annual revenue targets
ASSUMPTION: This role involves a high degree of collaboration, influencing, and driving outcomes across multiple teams and stakeholders.
🎯 Required Qualifications
Education: BS or MS degree or equivalent military experience
Experience: 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
Required Skills:
- Fluent in GSI partner business and operating models
- Skilled in developing partner business strategy, business plans, and measuring success against key performance indicators and overall return on investment
- Strong and effective communication - written, oral, and public presentation
- Ability to work, collaborate, and drive outcomes individually
- Experience in working in cross-functional environments 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
Preferred Skills:
- Experience in working with Accenture Federal
- Familiarity with Palo Alto Networks products and services
ASSUMPTION: Candidates with experience in the specific GSI partner and relevant industry knowledge will have an advantage.
💰 Compensation & Benefits
Salary Range: $232,000 - $319,000/YR (based on provided information)
Benefits:
- Wellbeing Spending Account
- Mental Health Resources
- Financial Health Resources
- Personalized Learning Opportunities
- Restricted Stock Units
- Bonus
Working Hours: Full-time, typically 40 hours per week
ASSUMPTION: The provided salary range is an estimate based on the company's compensation disclosure. Actual compensation may vary based on qualifications, experience, and work location.
📌 Applicant Insights
🔍 Company Context
Industry: Palo Alto Networks operates in the Computer and Network Security industry, focusing on cloud security, network security, and threat prevention.
Company Size: Palo Alto Networks has 10,001+ employees, making it an enterprise-level organization.
Founded: Palo Alto Networks was founded in 2005 and is headquartered in Santa Clara, California.
Company Description:
- Palo Alto Networks is the global cybersecurity leader, shaping the cloud-centric future with technology that transforms the way people and organizations operate.
- The company's mission is to be the cybersecurity partner of choice, protecting the digital way of life.
- Palo Alto Networks helps address the world's greatest security challenges with continuous innovation in artificial intelligence, analytics, automation, and orchestration.
Company Specialties:
- Security Operating Platform
- Cloud Security
- SaaS Security
- Network Security
- Next-Generation Firewall
- Cybersecurity
- Threat and Malware Prevention
- URL Filtering
- Threat Intelligence
- Enterprise Security Platform
- Endpoint Security
- Threat Research
- Unit 42
- NextWave Partners
- Amazon Web Services
- Microsoft Azure
- Google Cloud Platform
- VMware NSX
- Application Framework
- Behavioral Analytics
- Logging Service
- Network Security Management
- LIVE Community
- Cybersecurity Canon
- Fuel User Group
- Cyber Threat Alliance
Company Website: http://www.paloaltonetworks.com
ASSUMPTION: Palo Alto Networks is a well-established company with a strong focus on innovation and continuous improvement in the cybersecurity industry.
📊 Role Analysis
Career Level: This role is at the manager level, requiring strategic thinking, leadership, and decision-making skills.
Reporting Structure: The North America GTM Manager reports directly to the Head of GSI Partnerships, North America.
Work Arrangement: This role is remote, with the expectation of working standard business hours in the Eastern Time Zone.
Growth Opportunities:
- Expanding the GSI partnership and driving growth across North America
- Developing and mentoring team members within the GSI Partnerships team
- Potential career progression into senior leadership roles within the GSI Partnerships organization or broader sales leadership roles within Palo Alto Networks
ASSUMPTION: Success in this role may lead to increased responsibilities and career advancement opportunities within the organization.
🌍 Location & Work Environment
Office Type: Remote work environment, with no physical office location required
Office Location(s): N/A (remote work)
Geographic Context:
- Virginia, United States
- Eastern Time Zone
- Access to major cities and transportation hubs
Work Schedule: Full-time, typically 40 hours per week, with flexibility for remote work
ASSUMPTION: The remote work environment requires strong self-motivation, time management, and communication skills.
💼 Interview & Application Insights
Typical Process:
- Phone or video screen with a member of the GSI Partnerships team
- On-site or virtual interview with the hiring manager and other team members
- Final interview with the Head of GSI Partnerships, North America
Key Assessment Areas:
- Sales strategy and business development skills
- Partner management and enablement experience
- Cross-functional collaboration and influencing skills
- Industry and GSI partner-specific knowledge
Application Tips:
- Highlight relevant experience in GSI partner management and indirect sales
- Demonstrate a clear understanding of the role and how your skills and experience align with the required qualifications
- Showcase your ability to drive strategy and outcomes in a remote work environment
ATS Keywords: GSI Partner Business, Enterprise Technology Sales, Partner Management, Sales Strategy Development, Communication Skills, Collaboration, Data-Driven, Salesforce, Tableau, Presentation Skills, Influencing Skills, Cross-Functional Collaboration, Negotiation, Customer Focus, Adaptability, Growth Mindset
ASSUMPTION: The application process may take several weeks, and follow-up communication is essential to stay informed about the status of your application.
🛠️ Tools & Technologies
- Salesforce
- Tableau
- Microsoft Office Suite (Word, Excel, PowerPoint)
- Video conferencing tools (Zoom, Microsoft Teams)
ASSUMPTION: Proficiency in the listed tools and technologies is required for success in this role.
👔 Cultural Fit Considerations
Company Values:
- Disruptive Innovation
- Collaboration
- Execution
- Show Up for Each Other with Integrity
- Create an Environment Where We All Feel Included
Work Style:
- Fast-paced and dynamic
- Matrixed organization with cross-functional collaboration
- Focus on driving outcomes and results
Self-Assessment Questions:
- Do you thrive in a fast-paced, remote work environment?
- Are you comfortable working cross-functionally and influencing stakeholders at all levels?
- Do you have a growth mindset and a strong desire to learn and adapt?
ASSUMPTION: Success in this role requires a strong cultural fit with Palo Alto Networks' values and work style.
⚠️ Potential Challenges
- Managing multiple priorities and stakeholders in a remote work environment
- Navigating a complex, matrixed organization
- Driving outcomes and results in a fast-paced, dynamic environment
- Building and maintaining strong relationships with key stakeholders in a remote work environment
ASSUMPTION: These challenges require strong time management, communication, and influencing skills to overcome.
📈 Similar Roles Comparison
- This role is unique in its focus on GSI partnerships and driving growth with Accenture Federal specifically
- Similar roles in other organizations may have a broader focus on indirect sales or partner management across multiple partners
- Career progression in this role may lead to senior leadership roles within the GSI Partnerships organization or broader sales leadership roles within Palo Alto Networks
ASSUMPTION: This role offers a unique opportunity to drive growth and strategy within a specific partnership, with potential for career advancement.
📝 Sample Projects
- Developing and updating the GSI strategy and partner business plan for North America
- Building and strengthening relationships with key stakeholders at Accenture Federal
- Serving 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 and pipeline
ASSUMPTION: These sample projects highlight the strategic and collaborative nature of the role, requiring strong communication and influencing skills.
❓ Key Questions to Ask During Interview
- What are the top priorities for this role in the first 30, 60, and 90 days?
- How does this role fit into the broader GSI Partnerships team and organization?
- What are the key challenges and opportunities facing the GSI partnership with Accenture Federal?
- How does Palo Alto Networks support the growth and development of its employees?
- What is the company's long-term vision for the GSI Partnerships organization and this role?
ASSUMPTION: Asking thoughtful questions demonstrates your interest in the role and the company, and provides valuable insights into the work environment and career growth opportunities.
📌 Next Steps for Applicants
To apply for this position:
- Submit your application through this link: https://jobs.smartrecruiters.com/PaloAltoNetworks2/744000055806699-north-america-gtm-manager-gsi-partnerships-accenture-federal
- Customize your resume to highlight relevant experience in GSI partner management and indirect sales
- Tailor your cover letter to demonstrate your understanding of the role and how your skills and experience align with the required qualifications
- Prepare for interviews by researching Palo Alto Networks, the GSI Partnerships team, and Accenture Federal
- Follow up with the hiring manager or HR representative within one week of submitting your application to confirm receipt and next steps
⚠️ This job description contains AI-assisted information. Details should be verified directly with the employer before making decisions.
