Director of Business Development AWS

Palo Alto Networks, Inc.; Burbank (CA); Remote; USD 219,000 - 300,000; Full time

Job summary

Palo Alto Networks is seeking a Business Development Lead to drive the AWS alliance, co-sell initiatives, and GTM motions across enterprise, commercial, and public sector accounts.

You will collaborate with AWS partner teams, PANW sales, and GSIs to deliver joint solutions and accelerate revenue growth through repeatable offerings and collateral. The role supports a hybrid, global, and trusted work culture.

Qualifications

• Proven experience in strategic alliances or cloud partner GTM.
• Deep understanding of the AWS commercial ecosystem and APN programs.
• Ability to translate cloud integrations into revenue-generating GTM materials.
• Strong presentation and negotiation skills with executive stakeholders.

Responsibilities

• Collaborate with PM/PMM/Global Alliances to craft joint value propositions for AWS security offerings.
• Build co-sell motions and partner sales plays leveraging AWS Marketplace and CPPO/MPPO.
• Drive a commercialization strategy to monetize the AWS partnership into revenue streams.
• Advise pricing, billing models, and SaaS features for AWS environments.
• Lead cross-team collaboration with AWS PDMs/PSMs and GSIs to develop repeatable offerings.
• Define partner incentives, co-marketing programs, and enablement frameworks.
• Translate AWS program guidelines into actionable PANW workflows for sales.

Skills

Strategic alliances

GTM planning

AWS ecosystem

Executive communication

AI tools for GTM

Tools

AWS Marketplace

APN programs

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!

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

At Palo Alto Networks (PANW), we are securing the cloud and the future of enterprise innovation. We are looking for a dynamic, highly motivated Business Development Lead to take the helm of our strategic Amazon Web Services (AWS) alliance. In this role, reporting directly to the Global AWS Relationship Leader, you will be responsible for executing global strategy and driving tactical go-to‑market motions and commercial monetization. As the strategic architect of our joint market offerings and Go‑To‑Market (GTM) motions, you will collaborate deeply with AWS partner teams, AWS Marketplace leaders, and our global partner ecosystem to deliver compelling, validated customer outcomes. You will drive co‑sell and co‑build initiatives, enabling PANW sales teams, Global System Integrators (GSIs), and Cloud Solution Providers to take joint solutions to market across enterprise, commercial, and public sector accounts.

Key Responsibilities

• Collaborate with Product Management (PM), Product Marketing (PMM), and Global Alliances to craft joint commercial value propositions and GTM frameworks for AWS‑integrated security offerings (e.g., Prisma Cloud, Cloud NGFW for AWS, Cortex).
• Build business blueprints, co‑sell motions, and partner sales plays that monetize joint offerings via the AWS Marketplace, utilizing private offers (CPPO/MPPO) and AWS customer committed spend programs (EDP).
• Drive a rigorous commercialization strategy to monetize the AWS partnership directly into tangible revenue streams.
• Advise internal product and pricing teams on listing models, consumption‑based billing, and SaaS commercial features needed to accelerate procurement and adoption across AWS environments.
• Lead collaborations with AWS Partner Management (PDMs, PSMs), Partner Solution Architects (PSAs), and AWS sales leadership to develop repeatable, high‑impact joint solution offerings.
• Define and execute partner incentives, co‑marketing programs, and commercial enablement frameworks to align field teams and drive pipeline.
• Translate AWS partner program guidelines, tiering competencies, and co‑selling mechanisms (such as AWS ACE) into actionable internal workflows for PANW sales and channel teams.
• Support PMM and partner marketing in creating high‑impact collateral, including joint solution briefs, customer success stories, field battlecards, and executive pitch decks.
• Partner with Field Sales Leaders, Account Executives, Channel Managers, and GSIs to drive co‑sell cadence, joint pipeline acceleration, and annual contract value (ACV) growth.

Qualifications

Required Qualifications

• Proven experience in strategic alliances, business development, or cloud partner‑driven GTM within cybersecurity, enterprise software, or public cloud ecosystems.
• In‑depth understanding of the AWS commercial ecosystem, including AWS Partner Network (APN) programs, the AWS Marketplace procurement lifecycle (CPPO, private pricing), and AWS ACE co‑selling motions.
• Solid understanding of the enterprise cloud security landscape, including Cloud‑Native Application Protection Platforms (CNAPP), Cloud NGFW, DevSecOps, and SASE/hybrid architecture.
• Proven track record of translating complex technical cloud integrations into repeatable, revenue‑generating business outcomes, sales plays, and customer‑facing GTM materials.
• Demonstrated experience leveraging modern productivity and AI‑driven tools to accelerate GTM analysis, content creation, and partner engagement.
• Proven success working with complex routes‑to‑market, including Global System Integrators (GSIs), Managed Cloud Service Providers (MSPs), and distributors.
• Exceptional presentation and negotiation skills, with the ability to articulate joint strategic value to executive stakeholders, cloud alliance peers, and direct sales teams.
• A natural self‑starter and collaborative leader who thrives in a fast‑paced, highly matrixed enterprise environment.
• Thrive in a high‑velocity, competitive environment requiring an aggressive, self‑starting approach to driving business.

Preferred Qualifications

• Experience working in a 'two-in-the-box' model alongside a dedicated Alliance Solutions Architect or Technical Partner Manager.
• Direct background managing co‑sell engagements tied to large enterprise AWS Enterprise Discount Programs (EDP).
• Experience building financial business cases, margin models, and ROI analyses demonstrating the economic value of SaaS/cloud security deployments.
• Demonstrated success serving as an internal champion and evangelist, driving cloud co‑sell alignment and enablement across a global field sales organization.
• AWS Certified Cloud Practitioner or related cloud ecosystem certifications.

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.

$218,800.00 - $300,300.00/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.