Sr. Director, AWS Alliances

Palo Alto Networks • Santa Clara, CA

11d • $215,000 - $322,500

About The Position

The Palo Alto Networks Sr. Director, AWS Alliances acts as the strategic leader for our joint business with AWS. This person is responsible for providing strategy and leadership for the sell-with/go-to-market engagement and all joint activities with AWS. Responsibilities include working with AWS on shared marketing priorities, joint customer engagements, joint pipeline development, and ultimately growing our bookings on the AWS 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 AWS’ Sales teams. The Sr. Director, AWS Alliances will report directly to the VP of Cloud Partnerships and will directly manage a small team of Marketplace, Integration and Business Development leaders. They will also have several dotted line 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 AWS 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 preferred or equivalent military experience required
• 10+ years experience in GTM Leadership – preferably working at, or with, a cloud service provider (AWS, GCP or Azure); 3+ years in 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, AWS required; GCP, Azure preferred; Oracle, IBM, AliCloud nice to have. 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 necessary to assist in winning business

Nice To Haves

• GCP, Azure preferred; Oracle, IBM, AliCloud nice to have.

Responsibilities

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

What This Job Offers

• Job Type: Full-time
• Career Level: Director
• Number of Employees: 5,001-10,000 employees