Director, Oracle Cloud Partnership

Palo Alto Networks · Remote · $210,000–$289,250 (stated in the posting)

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!

This role is remote, but distance is no barrier to impact. Our hybrid teams collaborate across geographies to solve big problems, stay close to our customers, and grow together. You will be part of a culture that values trust, accountability, and shared success where your work truly matters.

Job Summary

Your Career

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.

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

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/com-missioned roles) is expected to be the annual range listed below. The offered compensation may also include restricted stock units and a bonus. A description of our employee benefits may be found here.

$210,000.00 - $289,250.00/yr

Our Commitment

We’re trailblazers that dream big, 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.

Is role eligible for Immigration Sponsorship? No. Please note that we will not sponsor applicants for work visas for this position.

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