VP, Global Alliances - IBM
- Location
- Office, CA
- Listed
- Yesterday
Job Summary
Your Career
Reporting to the SVP of Partnerships, you will have responsibility for building our joint business with IBM and driving embedded Security Solutions with them. Activities include working with the IBM Leaders and the Theatre teams to Identify, Create, Prioritize and Execute on joint go-to market plans and customer pursuits.
Evangelize and drive cross-training and readiness activities to promote knowledge transfer to effectively enable our partners and create demand. Build effective executive relationships Internally and Externally through regular joint business reviews and technology briefings to direct, educate & communicate business plan priorities and progress.
Your Impact
- Develop and execute the global IBM partnership business plan, including joint GTM strategies, solution integration roadmaps, and executive relationship mapping.
- Establish and run governance with IBM senior leadership, ensuring alignment on strategic priorities, KPIs, and investment plans.
- Drive incremental revenue through IBM-led and IBM-influenced opportunities across key industries (Financial Services, Government, Manufacturing, Healthcare).
- Work with regional theater leaders to embed IBM partnership plays into account plans and pipeline generation activities.
- Partner with Product and Engineering teams to identify and develop co-innovated solutions that leverage IBM technology (e.g., QRadar, watsonx, IBM Cloud) alongside Palo Alto Networks platforms.
- Ensure technical integration, interoperability, and enablement across both organizations' technical communities.
- Lead joint enablement programs for IBM sellers, architects, and delivery teams.
- Equip Palo Alto Networks' field and channel teams to effectively engage IBM Consulting and IBM Security.
- Drive joint marketing campaigns, events, and industry initiatives that position the partnership as differentiated and impactful.
- Represent Palo Alto Networks at joint executive briefings, advisory boards, and industry forums.
- Maintain trusted relationships with senior IBM executives globally.
- Influence IBM's security strategy to include Palo Alto Networks as a core component.
Your Experience
- 12+ years of alliance management, strategic partnerships, or business development experience in enterprise technology, with at least 5 years focused on IBM.
- Proven track record of delivering multi-million-dollar revenue impact through global alliances.
- Strong understanding of IBM's business units, go-to-market motions, services-led model, and technology portfolio.
- Experience working with global cross-functional teams, including Sales, Marketing, Product, and Legal. Ideally direct field sales / practice leadership experience at IBM or other GSIs.
- Executive presence and ability to engage C-level stakeholders internally and externally.
- Strong program management skills; able to manage complex, multi-threaded initiatives.
- Willingness to travel globally (~25-35%).
Pay and benefits
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.
$283,100.00 - $388,500.00/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.
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.
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!
We believe collaboration thrives in person. That's why most of our teams work from the office full time, with flexibility when it's needed. This model supports real-time problem-solving, stronger relationships, and the kind of precision that drives great outcomes.
Equal opportunity and legal notices
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.
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.
From Paloaltonetworks's careers page, first listed on Rolev.ai on November 9, 2026. Rolev.ai is not the employer.
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