Director, CSP/Hyperscaler Partner Marketing

Palo Alto Networks•Office - USA - CA - Headquarters, CA

4d•$204,000 - $281,500•Onsite

About The Position

We are seeking an experienced, strategic, and people-centric Director, CSP/Hyperscaler Partner Marketing to lead our global go-to-market (GTM) joint marketing strategies across all major Cloud Service Providers (AWS, Microsoft Azure, Google Cloud Platform, and Oracle Cloud Infrastructure). In this role, you will mentor, and manage a team of dedicated CSP Partner Marketers, each focused on specific hyperscaler relationships. Together, you will serve as the primary architects of joint demand-generation campaigns, Cloud Marketplace growth, and strategic co-marketing initiatives. You will align your team with hyperscaler alliance leads, field sales, and product teams to maximize Market Development Funds (MDF), accelerate multi-cloud consumption, and scale co-sell pipeline globally.

Requirements

10+ years in B2B technology marketing, with 5+ years specifically focused on partner/channel marketing within the hyperscaler ecosystem (AWS, Azure, GCP, or OCI).
2–3+ years of direct people management experience, with a proven track record of scaling and leading partner marketing teams.
Familiarity with the distinct co-sell programs, marketplace dynamics, and partner portals across multiple major hyperscalers (e.g., AWS ACE, Microsoft Partner Center, Google Cloud Partner Advantage).
Exceptional ability to drive alignment across matrixed organizations, working closely with executive leadership in Sales, Product, and Alliances.
Strong analytical capability using Salesforce, marketing automation tools, and BI dashboards to track pipeline velocity and marketing attribution.
Bachelor’s degree in Business, Marketing, or related field (MBA preferred).

Responsibilities

Recruit, mentor, and directly manage a team of CSP Partner Marketers, setting clear performance objectives, development goals, and provider-specific KPIs.
Balance team capacity and budget across AWS, Azure, GCP, and OCI based on revenue impact, market opportunity, and joint strategic priorities.
Build a high-performing team culture and coach marketers on navigating the distinct organizational structures, co-sell programs, and GTM motions of each major hyperscaler.
Architect and own the multi-year global marketing strategy across the entire CSP ecosystem, aligning partner goals with overall company revenue targets.
Establish high-trust, collaborative relationships with senior partner marketing executives, alliance leaders, and sales managers across all four hyperscalers.
Work with Product Marketing to articulate our multi-cloud value proposition, ensuring messaging resonates whether a customer operates on a single cloud or a hybrid, multi-cloud architecture.
Oversee execution of integrated global demand generation campaigns across digital channels, content, webinars, and field events to drive partner-influenced pipeline.
Direct targeted marketing campaigns across AWS Marketplace, Azure Marketplace, GCP Marketplace, and OCI Marketplace to accelerate transacted revenue and private offers (e.g., CPPO/MPPO).
Ensure your team designs messaging that educates enterprise buyers on using their cloud commitments (e.g., AWS EDP, Azure MACC, GCP Commits) to procure our platform.
Oversee the end-to-end lifecycle of hyperscaler Market Development Funds (MDF) and co-investment programs—ensuring maximum fund allocation, compliance, execution, and proof-of-performance (PoP) recovery across all providers.
Lead team strategy and execution for major hyperscaler global events (AWS re:Invent, Microsoft Ignite, Google Cloud Next, Oracle CloudWorld) and regional executive roundtables.
Monitor and report on partner-sourced and partner-influenced pipeline, closed-won revenue, Marketplace GMV, and overall marketing ROI across the entire CSP portfolio.