[Hiring] Director, Oracle Cloud Partnership @Palo Alto Networks

Role Description

The Palo Alto Networks Director - Oracle is a Global Alliance Leader acting as the strategic leader for our joint business with Oracle Cloud. This person is responsible for providing strategy and leadership for the sell-with/go-to-market engagement and all joint activities with Oracle Cloud.

• Work with Oracle Cloud on shared marketing priorities, joint customer engagements, joint pipeline development, and ultimately growing our bookings on the Oracle Cloud Marketplace.
• Establish joint targets, define incentives, build business plans, and identify customer targets.
• Work closely with our in-field channel organization to connect the Palo Alto Networks Sales organization with Oracle Cloud’s Sales teams.
• Report directly to the VP of Cloud and manage teams across a large, cross-functional geographic team of Integration and Business Development leaders.
• Manage relationships with theater-based Channel Engagement Managers, Partner Marketing, Inside Sales, and Product Marketing/Development.
• Act as the knowledge expert and relationship owner across all of Oracle Cloud, presenting at QBRs, executive meetings, trainings, and events.
• Frequent contact with senior executives, up to and including the C-suite of both organizations.

Qualifications

• BA, BS (or equivalent work experience), MBA/BA in Business/Economics preferred or equivalent military experience required.
• 10+ years of experience in GTM Sales and Leadership roles with a minimum of 5+ years preferably working at, or with, a cloud service provider and Security Technology company; 3+ years in a global role preferred.
• Industry knowledge of security product market trends, including awareness of Palo Alto Networks’ roadmap and technology development efforts, and understanding of competitive cybersecurity products.
• Industry knowledge of Cloud Service Provider strategy and roadmap, Oracle Cloud required; Knowledge should include how they partner with ISVs.
• Demonstrated ability to work in a virtual and matrixed environment.
• Strong communication (written and verbal) and presentation skills.
• Demonstrated history of managing complex 360-degree relationships across sell-to, sell-with, and buy-from.
• "Whatever it takes" attitude and motivation to do whatever is necessary to assist in winning business.

Requirements

• Develop and deliver against the annual strategic plan and performance goals for the Oracle and OCI.
• Innovate and define strategic initiatives, including but not limited to joint marketing activities, tri-party agreements, product integrations, and Sales incentive programs.
• Drive Oracle Co-Sell activities with an emphasis on incremental and new opportunities for Palo Alto Networks.
• Establish strategy and provide oversight for Palo Alto participation in Oracle Cloud events.
• Build and maintain relationships with key personnel in Oracle Cloud to solidify Palo Alto Networks’ standing and awareness within Oracle Cloud.
• Act as an escalation point for Palo Alto Networks’ field sales organization on engagement management with Oracle Cloud in pre- and post-sales engagements.
• Assist with providing content for Oracle Cloud training curriculum and sales enablement.
• Understand and articulate Oracle Cloud’s strategic initiatives and gain a deep understanding of the activities, roadmap, and vision of Oracle Cloud.

Compensation Disclosure

The compensation offered for this position will depend on qualifications, experience, and work location. The starting base salary (for non-sales roles) or base salary + commission target (for sales/commissioned roles) is expected to be the annual range listed below:

• $210,000.00 - $289,250.00/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.
• Palo Alto Networks is an equal opportunity employer. We celebrate diversity in our workplace.
• All your information will be kept confidential according to EEO guidelines.