GSI Account Director Accenture EMEA

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!

Job Summary

Job Summary

As the GSI Account Director for Accenture, you will own the end-to-end strategic relationship with our premier Global Systems Integrator (GSI) across the EMEA region.

This role is responsible for accelerating joint revenue growth, expanding market share, and driving deep executive and operational alignment with Accenture’s Security and Cloud practices. Success centers on building and executing a unified EMEA-wide joint business plan while orchestrating localized go-to-market execution across key regional operating units.

You will partner closely with the Global Alliance Director, Regional Sales Directors, Field Sales teams, and Global Practice Leads. The core objective is to institutionalize collaborative co-sell and sell-through motions, embed our technology platforms into Accenture’s managed services and digital transformation frameworks, and secure high-impact wins across enterprise and public sector accounts throughout EMEA.

Key Responsibilities

• Revenue & Pipeline Growth: Own joint pipeline creation, governance, and revenue attainment for the Accenture partnership across the EMEA region, delivering predictable quarterly growth across Sell-With and Sell-Through engagements.
• Strategic Joint Business Planning: Architect and execute an EMEA-wide joint business plan in alignment with the Global Alliance Director, mapping our platform capabilities directly to Accenture’s strategic imperatives.
• Service Creation & Practice Alignment: Collaborate with Accenture’s industry and security leadership to embed our solutions into Accenture-led managed services (MSSP/MXDR), consulting methodologies, and large-scale enterprise transformation offerings.
• Field Co-Selling & Alignment: Drive institutionalized, field-level co-selling between our regional account teams and Accenture’s Client Account Leads (CALs), Sales Capture Leads, and Practice Directors across EMEA markets.
• Value Proposition & Executive Positioning: Formulate and deliver compelling, business-oriented value propositions tailored to Accenture Managing Directors (MDs) and senior advisors to ensure our solutions are prioritized within enterprise deals.
• EMEA-Wide Governance & Cadence: Establish rhythm of business, managing operational governance and leading Quarterly Business Reviews (QBRs) with cross-regional alliance leaders and executive stakeholders.
• Partner Enablement: Champion technical, sales, and delivery enablement initiatives to ensure Accenture’s consulting and delivery workforce has the expertise and credentials to architect and deploy our platforms.
• Pipeline Hygiene & Reporting: Maintain accurate forecasting, partner engagement tracking, and joint pipeline metrics through CRM tools and business intelligence dashboards.

Qualifications

• Top-Tier GSI Management: Proven track record in Strategic Alliance Management, Partner Sales, or Channel Leadership managing top-tier GSIs, with direct experience navigating Accenture’s operating model, matrix structure, and internal incentive mechanisms strongly preferred.
• Fluent English (written and verbal) is essential. Professional fluency in German or Italian is highly required depending on target location.
• Business Model Acuity: Deep expertise in GSI commercial constructs, including Sell-With, Sell-Through, Managed Security Services (MSSP), Systems Integration/Advisory, and multi-year transformational outsourcing engagements.
• Pan-EMEA Market Knowledge: Strong grasp of the enterprise technology landscape across EMEA, including varying procurement, compliance, and cloud adoption dynamics across Northern, Central, and Southern European markets.
• Executive Presence & Influence: Demonstrated ability to influence senior partner leadership (Managing Directors, Practice Leads) and orchestrate complex, multi-stakeholder enterprise deals without formal authority.
• Proactive Execution: High degree of autonomy, commercial acumen, and the agility to navigate complex internal and partner matrix environments.

• Domain Expertise: Prior background in enterprise cybersecurity (Network Security, SASE, Cloud Security, and SecOps/AI-driven operations) or enterprise cloud architectures.
• Network: Established relationships within Accenture’s EMEA security and cloud consulting practices.

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 accommodations@paloaltonetworks.com.

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.

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