Senior Director of Oracle Cloud Partnership, Palo Alto Networks
$215-322.5k
Leading cybersecurity protections and software platform
Be an early applicant
Leading cybersecurity protections and software platform
1001+ employees
Be an early applicant
$215-322.5k
1001+ employees
Company mission
To be the cybersecurity partner of choice, protecting our digital way of life.
Role
Who you are
- 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
What the job involves
- 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
- 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
Application process
- Our Alliance team works hand-in-hand with large organizations around the world to keep their digital environments protected. We educate, inspire, and empower our potential clients in their journey to security
- As part of our team, you are empowered with unmatched systems and tools, constantly updated research and sales libraries, and a team built on joint success
- You won’t find someone at Palo Alto Networks that isn’t committed to your success – with everyone pitching in to assist when it comes to solutions selling, learning, and development. As a member of our alliance team, you are motivated by a solutions-focused sales environment and find fulfillment in working with clients to resolve incredibly complex cyber threats
Our take
With cyber threats evolving at lightening speed, businesses need robust solutions to protect their data and infrastructure. And the global cybersecurity market is projected to grow significantly, driven by increasing cyberattacks and the adoption of digital transformation initiatives. Because of this, companies are seeking security platforms that can address these challenges efficiently.
That's where Palo Alto Networks steps in, a frontrunner in the cybersecurity arena. It offers a suite of AI-powered security solutions designed to safeguard enterprises across various sectors. Its platforms, such as Cortex XSIAM and Prisma AIRS, integrate advanced threat detection, zero trust architecture, and real-time response capabilities so organizations are ready to manage and mitigate risks.
Its leadership is evident too, with impressive growth and strategic partnerships. Recently the company surpassed $1.5M in sales through the Google Cloud Marketplace, highlighting the demand for its innovative security solutions. Additionally, a collaboration with AT&T aims to enhance cybersecurity offerings, further solidifying its position in the market.
Freddie
Company Specialist at Welcome to the Jungle
Company
Funding (2 rounds)
Sep 2022
$34m
SERIES A
May 2022
$11m
SEED
Total funding: $45m
Company benefits
- Healthcare: We value your health and provide options so you can choose what best supports your lifestyle and personal health goals. Various nationwide plans — including Blue Shield of California, Kaiser Permanente, Delta Dental, VSP, and more — are available to you and your family. Our providers offer the flexibility you want and the coverage you need
- Wellness: With a large on-site gym and daily, instructor-led exercise classes at HQ in Santa Clara, Palo Alto Networks actively supports employee fitness. Our juice bar, Gym & Juice, features fresh juice blends, a quick and nutritious option pre- or post-workout. And our ongoing wellness speaker series highlights the latest trends in health and wellness
- Development: Professional development is serious business at Palo Alto Networks, where the Talent Development team offers 25+ courses to help employees boost their careers and develop leadership capability
- Financial: Most roles are eligible for equity grants, and we now offer new hires a quarterly vesting schedule right away. We want you to be fairly compensated and rewarded as soon as you make an impact – on our team, that happens immediately! And because we consider every employee a stakeholder in our long-term success, we offer an Employee Stock Purchase Plan (ESPP) with a 24-month lookback. From life insurance to health savings accounts, we provide ways to help you protect and grow your wealth. Palo Alto Networks offers both traditional and Roth 401(k) options, along with a company match of 50% to a max annual amount of $1,000
- Time Off: In addition to paid corporate holidays, Flexible Time Off programs empower our employees to balance their work schedules with personal time off. We offer 12 weeks of full pay for medical leave and 6 weeks of full pay for parental leave. As a company with strong ties to the military and veterans, we also offer 26 weeks of full pay for military leave
- Perks: Our corporate discount program provides employees with significant discounts on merchandise, travel and entertainment. We offer many on-site perks at headquarters, including cafeterias, fuel service, dry cleaning service, EV charging stations, and a company store. We also provide complimentary drinks, fresh fruit, and snacks in break rooms across our campus to help everyone power through the day. Life at Palo Alto Network
Company HQ
Santa Clara, CA
Leadership
Nikesh Arora
(CEO & Chairman)Previously the President and COO at SoftBank, CBO at Google, and CMO at T-Mobile.
Nir Zuk
(Founder & CTO)Previously CTO at NetScreen Technologies, which was acquired by Juniper Neworks in 2004. They also co-founded OneSecure where they served as CTO and was the Principal Engineer at Check Point Software Technologies.
Lee Klarich
(CPO)Initially joined Palo Alto in 2006 as the EVP of Product Management and became CPO in 2018. Prior to this, they were the Director of Product Management at Juniper Networks and a Product Line Manager at NetScreen Technologies.
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