דרושים Sr Director Oracle Cloud Partnership ב-Palo Alto ב-United States, Dallas

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

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.

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/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 .

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

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

Your Career

You will engage at the executive level with both Palo Alto Networks and our GSI partners. This position requires a leader capable of defining and executing a multi-year vision, leveraging every part of our organization—from product to sales—to unlock new routes to market. Your success will depend on your ability to build trust-based relationships and articulate a compelling joint value proposition that resonates with GSI leadership and their clients. In addition to managing a GSI portfolio, you will also mentor and guide BD team as required.

Your Impact

• Define, build, and lead the global business strategy for Palo Alto Networks' GSI partnerships, including assessing partner potential, setting ambitious business targets, and developing a multi-year roadmap.
• Cultivate and manage executive-level relationships with GSI partners, serving as the primary liaison for all strategic initiatives, joint offers, and major business opportunities.
• Lead the development of innovative, co-branded solutions and joint offers with GSI partners. You will identify key market challenges and orchestrate cross-functional efforts with product, marketing, and engineering to deliver compelling, integrated solutions.
• Own the global go-to-market strategy, ensuring alignment and execution across Palo Alto Networks’ regional sales, channel, and marketing teams to drive net new pipeline and bookings.
• Be accountable for all GSI-related business metrics, including bookings, pipeline generation, and partner capacity building, and report on these metrics to the senior leadership team.
• Lead the company’s efforts on transformational, high-value deals with GSIs, shaping and navigating complex contracts and negotiations.

Your Experience

• BA/BS required; MBA or other advanced degree preferred.
• Prior experience at a GSI in a business development or sales leadership role.
• 10+ years of leadership experience in business development, alliance management, or strategic partnerships at a major technology company
• Extensive experience working with Global System Integrators (GSIs), with a deep understanding of their business models, service portfolios, and go-to-market strategies.
• A proven track record of building and scaling a global partner business that drives significant revenue and market share.
• Exceptional executive-level communication, negotiation, and presentation skills.
• Demonstrated ability to lead and influence in a highly matrixed organization, driving alignment and execution across multiple internal and external stakeholders.
• Strong understanding of the cybersecurity market, including key trends in Cloud Security, SASE, and Security Operations.
• Willingness to travel globally as needed.

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 $215,000 - $250,000/YR. The offered compensation may also include restricted stock units and a bonus. A description of our employee benefits may be found .

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

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

Your Impact

• Join the fastest growing team where experience meets cutting-edge solutions
• Build and cultivate strong customer relationships, driving business growth within the region
• Partner with the core sales team to align customer strategies and engagements with Cortex and Cloud business objectives
• Take full ownership of leading strategic sales campaigns, sales forecasting, utilizing in-depth knowledge of sales cycles from initial contact through procurement
• Engage in deep technical discussions beyond standard sales presentations and pitches; while translating complex technical cybersecurity solutions into clear business value propositions for customers
• Collaborate closely with cross-functional teams, including sales engineers, to provide tailored customer-centric solutions
• Partner with Alliances to develop joint strategies, enhance customer engagement and deliver innovative solutions for existing and prospective clients
• Travel domestically as needed to meet with customers and attend key business events

Your Experience

• 5+ years of field sales experience focusing on key customer accounts and delivering value to Enterprise accounts in the cybersecurity industry
• Extensive platform selling experience in complex sales with multiple buying centers
• Experience selling SIEM, EDR or CNAPP (DevSecOps, CloudOps) solutions is highly preferred
• Established trusted relationships with CIOs and CISOs with the ability to influence and drive strategic conversations
• Expertise in applying complex solution sales methodologies to drive results
• Experience working with channel partners and a deep understanding of a channel-centric go-to-market strategy
• Demonstrated ability to thrive in a fast-paced, high-growth startup environment while collaborating effectively with sales engineers and cross-functional teams
• Experience operating in a continuous adoption, expansion, and upsell sales motion within a matrixed sales organization is preferred
• Willingness to travel domestically as necessary to meet business needs

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. The offered compensation may also include restricted stock units and a bonus. A description of our employee benefits may be found .

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

This role may require travel to and from Palo Alto Networks, Inc. business meetings and events and requires reliable transportation to do so. If a hire chooses to drive in connection with company business, the hire for this role must maintain a valid driver’s license.

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

Your Impact

• Manage joint sell-with and go-to-market activities with Microsoft

• Enable, PANW sales teams to work effectively with Microsoft sales teams to expand and accelerate deals and benefit our customers

• Understand and articulate the Microsoft’s strategic initiatives and leverage these to increase opportunities for Microsoft, PANW, and our partners

• Build and maintain relationships with key personnel at Microsoft and facilitate engagement

• Attend and participate in Microsoft events and seminars

• Facilitate and drive co-selling opportunities, account mapping and other sales engagements between PANW’s field sales and Microsoft sales teams

• Provide an escalation point for pre-sales and post-sales issues for any activity with Microsoft

Your Experience

• BA/BS Degree in Business, Management Information Systems, Marketing, Computer Science, or a related field (or equivalent work experience)

• 0-2 years of work experience (open to more. Wants to be inclusive so let’s look broader).

• Familiarity with MS Excel or Google Sheets (analyzing spreadsheets and charts)

• Public Cloud experience preferred (AWS, Google Cloud/GCP, Microsoft Azure, or Oracle/OCI)

• Experience in Sales or Business Development is preferred

• Demonstrated ability to work both in-person and virtually

• Thrives in a collaborative environment, but can also take initiative

• Communication (written and verbal), negotiation and presentation skills

• Have a proactive attitude and motivation to do whatever necessary to assist in winning business

• Can build relationships with internal and external stakeholders

• Ability to understand technical concepts; have enthusiasm for technology and be able to articulate clearly to all levels of technical aptitude

• Ability to adapt quickly to a fast-paced environment

• Experience with CRM software (e.g. Salesforce) is preferred

• Understanding of sales performance metrics

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 $86K - $119K/YR. The offered compensation may also include restricted stock units and a bonus. A description of our employee benefits may be found .

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

Covid-19 Vaccination Information for Palo Alto Networks Jobs

• Vaccine requirements and disclosure obligations vary by country.

• Unless applicable law requires otherwise, you must be vaccinated for COVID or qualify for a reasonable accommodation if:

  • The job requires accessing a company worksite

  • The job requires in-person customer contact and the customer has implemented such requirements

  • You choose to access a Palo Alto Networks worksite

• If you have questions about the vaccine requirements of this particular position based on your location or job requirements, please inquire with the recruiter.

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