Director - Hyperscaler Solutions & Sales Play

Palo Alto Networks • Santa Clara, CA

5d • $206,100 - $283,500 • Remote

About The Position

In this role, you will define the global strategy and focus on building and maintaining our AI Security solutions related sales plays with our hyperscaler partners. These plays will drive measurable outcomes, including increased pipeline, opportunities and bookings. Success will be defined by your ability to strategize, develop, execute and govern sales play development and enablement plans with other stakeholders, internally in the ecosystems and product teams and externally within the hyperscalers and customers. You will operate at all levels of hyperscaler organizations from C-level to sellers and technical resources. This role requires a strong technical knowledge of the rapidly evolving agentic AI ecosystem, PANW’s and the hyperscalers’ capabilities in this spac,plan solutions-related cross-functional the ,,,,e to jointly add value to mutual customers.

Requirements

• 10-15 years of strategic leadership experience in alliance management, product strategy, or business development, with a proven track record of scaling high-growth businesses and managing complex, cross-functional organizational ecosystems
• Demonstrated executive presence with the ability to influence C-suite stakeholders and lead cross-company transformation initiatives
• Industry knowledge of AI security product market trends, including awareness of Palo Alto Networks’ AI Security roadmap and technology development efforts, and understanding of competitive AI security products
• Industry knowledge of Hyperscaler strategy and roadmap, Knowledge should include how they partner with ISVs
• Strong understanding of AI ecosystems, hyperscalers, LLMs and cybersecurity companies
• Well versed with use of various AI tools in the normal course of business
• Proven ability to think strategically and execute creatively
• "Whatever it takes" attitude and motivation to do whatever is necessary to assist in winning business

Responsibilities

• Lead global cross functional teams (product management, engineering, sales execution) to develop and deliver on a plan with each hyperscaler (Google Cloud, AWS, Microsoft Azure and Oracle Cloud) on AI Security Sales Plays
• These plans will include incremental pipeline, opportunities and bookings goals.
• Govern sales play level planning and execution by leading quarterly business reviews (QBRs) and regular operational cadence
• Demonstrate thought leadership through a deep technical understanding of AI security solutions and product roadmaps from both Palo Alto Networks and hyperscalers
• Work with internal and hyperscaler product teams and broader ecosystems team to identify appropriate technical integrations and agentic plays to make the joint value proposition to customers more compelling
• Oversee the strategic integration of our agentic AI offerings into hyperscaler marketplaces, ensuring our technical value proposition is accurately positioned to drive automated,,solutions-relatedcross-functional co-sell opportunities.
• Converse at a C-level on industry trends and emerging changes to the AI security landscape that every customer must be aware of and planning to deal with (especially relevant with the onset of Frontier Models)
• Define the global account segmentation strategy and investment model for AI sales plays, ensuring alignment with hyperscaler sales leadership to maximize pipeline velocity
• Prepare an enablement plan and deliver focused enablement sessions to customers, hyperscaler sellers, PANW sellers, partner sellers and technical resources
• Create and communicate compelling value propositions that motivate partners to prioritize our solutions
• Present joint value proposition with partner teams at partner events and conferences
• Track feedback from stakeholders to continuously improve the effectiveness and completeness of the AI Security sales play strategy

Benefits

• restricted stock units
• bonus

What This Job Offers

• Job Type: Full-time
• Career Level: Director
• Education Level: No Education Listed