Sr Director, Oracle Cloud Partnership

The Sr. Director - Oracle is a Global Alliance Leader responsible for strategic leadership of the joint business with Oracle Cloud at Palo Alto Networks. This role focuses on sell-with/go-to-market engagement, joint marketing, customer engagements, pipeline development, and growing bookings on the Oracle Cloud Marketplace. It involves establishing joint targets, defining incentives, building business plans, and identifying customer targets, working closely with in-field channel organizations and senior executives.

Must Have

• Develop and deliver against annual strategic plan and performance goals for Oracle and OCI.
• Innovate and define strategic initiatives including joint marketing, 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.
• Establish strategy and provide oversight for Palo Alto participation in Oracle Cloud events.
• Build and maintain relationships with key personnel in Oracle Cloud.
• Act as an escalation point for Palo Alto Networks’ field sales organization on engagement management with Oracle Cloud.
• Assist with providing content for Oracle Cloud training curriculum and sales enablement.
• Understand and articulate Oracle Cloud’s strategic initiatives, roadmap, and vision.
• BA, BS (or equivalent work experience) required.
• 10+ years of experience in GTM Sales and Leadership roles.
• Minimum of 5+ years working at, or with, a cloud service provider and Security Technology company.
• Industry knowledge of security product market trends and competitive cybersecurity products.
• Industry knowledge of Cloud Service Provider strategy and roadmap, Oracle Cloud required.
• 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.

Good to Have

• MBA/BA in Business/Economics preferred.
• 3+ years in a global role preferred.
• "Whatever it takes" attitude and motivation to assist in winning business.

Perks & Benefits

• Unmatched systems and tools
• Constantly updated research and sales libraries
• Team built on joint success
• Commitment to employee success, learning, and development
• Solutions-focused sales environment
• Restricted stock units and a bonus
• Reasonable accommodations for individuals with a disability
• Equal opportunity employer

Company Description

Our Mission

At Palo Alto Networks® everything starts and ends with our mission:

Being the cybersecurity partner of choice, protecting our digital way of life.

Our vision is a world where each day is safer and more secure than the one before. We are a company built on the foundation of challenging and disrupting the way things are done, and we’re looking for innovators who are as committed to shaping the future of cybersecurity as we are.

Who We Are

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.

Job Description

Your Career

The Palo Alto Networks Sr. 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.

Your Impact

• 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.

Qualifications

Your Experience

• 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

Additional Information

The Team

Our Alliance team works hand-in-hand with large organizations around the world to keep their digital environments protected. We educate, inspire, and empower our potential clients in their journey to security.

As part of our team, you are empowered with unmatched systems and tools, constantly updated research and sales libraries, and a team built on joint success. You won’t find someone at Palo Alto Networks that isn’t committed to your success – with everyone pitching in to assist when it comes to solutions selling, learning, and development. As a member of our alliance team, you are motivated by a solutions-focused sales environment and find fulfillment in working with clients to resolve incredibly complex cyber threats.

Compensation Disclosure

The compensation offered for this position will depend on qualifications, experience, and work location. For candidates who receive an offer at the posted level, the starting base salary (for non-sales roles) or base salary + commission target (for sales/commissioned roles) is expected to be between $215000 - $322500/YR. The offered compensation may also include restricted stock units and a bonus. A description of our employee benefits may be found here.

Our Commitment

We’re problem solvers that take risks and challenge cybersecurity’s status quo. It’s simple: we can’t accomplish our mission without diverse teams innovating, together.

We are committed to providing reasonable accommodations for all qualified individuals with a disability. If you require assistance or accommodation due to a disability or special need, please contact us at accommodations@paloaltonetworks.com.

Palo Alto Networks is an equal opportunity employer. We celebrate diversity in our workplace, and all qualified applicants will receive consideration for employment without regard to age, ancestry, color, family or medical care leave, gender identity or expression, genetic information, marital status, medical condition, national origin, physical or mental disability, political affiliation, protected veteran status, race, religion, sex (including pregnancy), sexual orientation, or other legally protected characteristics.

All your information will be kept confidential according to EEO guidelines.