Director, Global Cloud Partnerships & GTM

Palo Alto Networks, Inc.; California (MO); On-site; USD 210,000 - 289,000; Full time

Job summary

Palo Alto Networks is seeking a Director - Oracle to serve as the Global Alliance Leader for the Oracle Cloud partnership. You will shape go‑to‑market strategy, drive joint initiatives, and lead cross‑functional teams across sales, marketing, and product to accelerate bookings with Oracle Cloud.

The role requires 10+ years in GTM sales and leadership, deep security and cloud expertise, and strong stakeholder management in a virtual, matrixed environment.

Qualifications

• 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.

Responsibilities

• 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.

Skills

GTM Sales Leadership

Executive communication

Strategic alliance management

Education

BA/BS/MBA or equivalent

Job description

Palo Alto Networks is seeking a Director - Oracle to serve as the Global Alliance Leader for the Oracle Cloud partnership. You will shape go‑to‑market strategy, drive joint initiatives, and lead cross‑functional teams across sales, marketing, and product to accelerate bookings with Oracle Cloud.

The role requires 10+ years in GTM sales and leadership, deep security and cloud expertise, and strong stakeholder management in a virtual, matrixed environment.