Director - Hyperscaler Solutions & Sales Play

Palo Alto Networks, Inc.; Santa Clara (CA); On-site; USD 206,000 - 284,000; Full time

Job summary

Palo Alto Networks, Inc. is seeking a senior leader to define the global strategy and build AI Security sales plays with hyperscalers such as Google Cloud, AWS, Microsoft Azure, and Oracle Cloud.

You will lead cross-functional teams to align product, engineering, and sales to increase pipeline and bookings. You will engage C-level partners, shape joint value propositions, and govern enablement and initiatives across ecosystems, ensuring compelling integration of agentic AI offerings into

Qualifications

• 10-15 years of strategic leadership in alliance management, product strategy, or business development.
• Executive presence with ability to influence C-suite stakeholders and drive cross-company initiatives.
• Knowledge of AI security market trends, hyperscalers, and ISV partnerships.
• Understanding of AI ecosystems, hyperscalers, LLMs and cybersecurity players.
• Familiarity with using various AI tools in daily business activities.

Responsibilities

• Lead global cross-functional teams to develop AI Security sales plays with hyperscalers (Google Cloud, AWS, Microsoft Azure, Oracle Cloud).
• Govern quarterly business reviews and cadence to ensure pipeline, opportunities and bookings goals.
• Demonstrate deep technical understanding of AI security solutions and roadmaps for PANW and hyperscalers.
• Define global account segmentation and investment models aligned with hyperscaler leadership.
• Prepare enablement plans and deliver sessions to customers, partner and PANW sellers.

Skills

Executive leadership

Alliance management

Product strategy

Business development

Cross-functional leadership

C-suite influence

Job description

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!

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 Summary

In this role, you will define the global strategy and focus on building and maintaining our AI Security solutions related sales plays with our hyperscaler partners. These plays will drive measurable outcomes, including increased pipeline, opportunities and bookings. Success will be defined by your ability to strategize, develop, execute and govern sales play development and enablement plans with other stakeholders, internally in the ecosystems and product teams and externally within the hyperscalers and customers.

You will operate at all levels of hyperscaler organizations from C-level to sellers and technical resources. This role requires a strong technical knowledge of the rapidly evolving agentic AI ecosystem, PANW’s and the hyperscalers’ capabilities in this spac,plan solutions-related cross-functionalthe ,,,,e to jointly add value to mutual customers.

Your Impact

• Lead global cross functional teams (product management, engineering, sales execution) to develop and deliver on a plan with each hyperscaler (Google Cloud, AWS, Microsoft Azure and Oracle Cloud) on AI Security Sales Plays

• These plans will include incremental pipeline, opportunities and bookings goals. Govern sales play level planning and execution by leading quarterly business reviews (QBRs) and regular operational cadence

• Demonstrate thought leadership through a deep technical understanding of AI security solutions and product roadmaps from both Palo Alto Networks and hyperscalers

• Work with internal and hyperscaler product teams and broader ecosystems team to identify appropriate technical integrations and agentic plays to make the joint value proposition to customers more compelling

• Oversee the strategic integration of our agentic AI offerings into hyperscaler marketplaces, ensuring our technical value proposition is accurately positioned to drive automated,,solutions-relatedcross-functional co-sell opportunities.

• Converse at a C-level on industry trends and emerging changes to the AI security landscape that every customer must be aware of and planning to deal with (especially relevant with the onset of Frontier Models)

• Define the global account segmentation strategy and investment model for AI sales plays, ensuring alignment with hyperscaler sales leadership to maximize pipeline velocity

• Prepare an enablement plan and deliver focused enablement sessions to customers, hyperscaler sellers, PANW sellers, partner sellers and technical resources

• Create and communicate compelling value propositions that motivate partners to prioritize our solutions

• Present joint value proposition with partner teams at partner events and conferences

• Track feedback from stakeholders to continuously improve the effectiveness and completeness of the AI Security sales play strategy

Qualifications

• Well-versed in the10-15 years of strategic leadership experience in alliance management, product strategy, or business development, with a proven track record of scaling high-growth businesses and managing complex, cross-functional organizational ecosystems

• Demonstrated executive presence with the ability to influence C-suite stakeholders and lead cross-company transformation initiatives

• Industry knowledge of AI security product market trends, including awareness of Palo Alto Networks’ AI Security roadmap and technology development efforts, and understanding of competitive AI security products

• Industry knowledge of Hyperscaler strategy and roadmap, Knowledge should include how they partner with ISVs

• Strong understanding of AI ecosystems, hyperscalers, LLMs and cybersecurity companies

• Well versed with use of various AI tools in the normal course of business

• Proven ability to think strategically and execute creatively

• "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.

$206,100.00 - $283,500.00/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 [e-mail].

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.