Sr Director, Oracle Cloud Partnership

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 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

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…