Sr. Director, Google Cloud

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 take our mission of protecting the digital way of life seriously. We are relentless in protecting our customers and we believe that the unique ideas of every member of our team contributes to our collective success. Our values were crowdsourced by employees and are brought to life through each of us everyday - from disruptive innovation and collaboration, to execution. From showing up for each other with integrity to creating an environment where we all feel included.

As a member of our team, you will be shaping the future of cybersecurity. We work fast, value ongoing learning, and we respect each employee as a unique individual. Knowing we all have different needs, our development and personal wellbeing programs are designed to give you choice in how you are supported. This includes our FLEXBenefits wellbeing spending account with over 1,000 eligible items selected by employees, our mental and financial health resources, and our personalized learning opportunities - just to name a few!

Job Description

Your Career

The Palo Alto Networks Sr. Director - Google Cloud is a Global Alliance Leader acting as the strategic leader for our joint business with Google Cloud. This person is responsible for providing strategy and leadership for the sell-with/go-to-market engagement and all joint activities with Google Cloud. Responsibilities include working with Google Cloud on shared marketing priorities, joint customer engagements, joint pipeline development, and ultimately growing our bookings on the Google 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 Google Cloud’s Sales teams.

The Global Alliance Leader will report directly to the VP of Cloud, and will directly manage a small team working across a large cross-functional geographic team of 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 Google 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 Google Cloud business.
• Innovate and define strategic initiatives, including but not limited to joint marketing activities, tri-party agreements, product integrations, and Sales incentive programs.
• Drive Google 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 Google Cloud events.
• Build and maintain relationships with key personnel in Google Cloud to solidify Palo Alto Networks’ standing and awareness within Google Cloud; 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 Networks’ field sales organization on engagement management with Google Cloud in pre- and post-sales engagements.
• Assist with providing content for Google Cloud training curriculum and sales enablement.
• Understand and articulate Google Cloud’s strategic initiatives and gain a deep understanding of the activities, roadmap, and vision of Google 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, Google Cloud required; GCP. 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 sales team members work 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 sales 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 sales team, you are motivated by a solutions-focused sales environment and find fulfillment in working with clients to resolve incredibly complex cyber threats.

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.