Director, Oracle Cloud Partnership

Palo Alto Networks•Remote - USA - CA, CA

2d•$210,000 - $289,250•Remote

About The Position

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. Responsibilities include working with Oracle Cloud on shared marketing priorities, joint customer engagements, joint pipeline development, and ultimately growing our bookings on the Oracle Cloud Marketplace. Global activities include establishing joint targets, defining incentives, building business plans, and identifying customer targets. They will work closely with our in-field channel organization (a dotted-line relationship) to connect the Palo Alto Networks Sales organization with Oracle Cloud’s Sales teams. The Global Alliance Leader will report directly to the VP of Cloud and will manage teams that functionally work across a large, cross-functional geographic team of Integration and Business Development leaders. They will also manage several relationships with theater-based Channel Engagement Managers, Partner Marketing, Inside Sales, and Product Marketing/Development. This person will be the knowledge expert and relationship owner across all of Oracle Cloud and will be asked to present at QBRs, executive meetings, trainings, and events. This role has frequent contact with senior executives, up to and including the C-suite of both organizations.

Requirements

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

Responsibilities

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. Ability to develop with prior experience of working across AI, Cloud, and Security sales activities
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; assist in developing key relationships with the extended Palo Alto Networks cloud team and executives.
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.