Senior Alliance Manager, AWS

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

2d•$152,000 - $245,500•Onsite

About The Position

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! We believe collaboration thrives in person. That’s why most of our teams work from the office full time, with flexibility when it’s needed. This model supports real-time problem-solving, stronger relationships, and the kind of precision that drives great outcomes.

Requirements

6+ years in partner marketing, alliance marketing, or cloud GTM in enterprise technology.
Deep, hands-on AWS experience: direct work within or alongside APN, ISV Accelerate, AWS Marketplace, or AWS co-sell programs.
Proven track record of co-marketing programs that generate pipeline and influence revenue.
Strong grasp of AWS partner economics: PDF/co-op funding, Marketplace fee structures, co-sell incentives, and ISV tiering.
Experience collaborating across field sales, product marketing, and alliance business development in a matrixed environment.

Nice To Haves

Background in cybersecurity or a security ISV that co-sells through AWS.
Familiarity with AWS Partner Central (ACE), CPPO, and Marketplace SaaS/private offer mechanics.
AWS certification (Cloud Practitioner or above) and working knowledge of AWS security services.

Responsibilities

Develop and execute the annual AWS co-marketing plan, including campaigns, field events, and executive engagements.
Build and maintain deep relationships with AWS partner marketing, ISV Accelerate, and field teams.
Drive AWS Marketplace pipeline through targeted co-sell campaigns, private offer activation, and committed spend programs.
Activate AWS Partner Development Funds strategically, maximizing ROI and maintaining compliance.
Work with cloud GTM and partner sales teams to align programs to active co-sell priorities and territory plans.
Participate in forecast calls, QBRs, and pipeline reviews as an accountable marketing owner.
Own execution of joint programs, including integrated campaigns, AWS Marketplace listings, solution briefs, and webinars.
Collaborate with product marketing to ensure AWS-specific messaging reflects the platform narrative and buyer problems.
Develop content and enablement assets that AWS field teams will use, built around their selling motion.
Define, track, and report on KPIs aligned to partner sales outcomes, including pipeline, co-sell wins, and Marketplace revenue.