Sr Director, Oracle Cloud Partnership

Our Mission 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 built on the foundation of challenging and disrupting the way things are done, and we’re looking for innovators committed to shaping the future of cybersecurity. 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 provides 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 bookings on the Oracle Cloud Marketplace. Global activities involve establishing joint targets, defining incentives, building business plans, and identifying customer targets. The leader works closely with our in‑field channel organization to connect the Palo Alto Networks Sales organization with Oracle Cloud’s Sales teams. Global activities include establishing joint targets, defining incentives, building business plans, and identifying customer targets. The Global Alliance Leader reports to the VP of Cloud and manages teams across a large, cross‑functional geographic team of Integration and Business Development leaders. They manage relationships with theater‑based Channel Engagement Managers, Partner Marketing, Inside Sales, and Product Marketing/Development. They are the relationship owner across all of Oracle Cloud and 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 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, with experience 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 its activities, roadmap, and vision. 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 with a minimum of 5+ years working at, or with, a cloud service provider and a 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 experience required; understanding of 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. Additional Information 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. We provide a solutions‑focused sales environment and support each other when it comes to solutions selling, learning, and development. 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/commissioned roles) is expected to be between $215,000 – $322,500 /YR. The offered compensation may also include restricted stock units and a bonus. A description of our employee benefits may be found here. Our Commitment We’re problem solvers that take risks and challenge cybersecurity’s status quo. It’s simple: we can’t accomplish our mission without diverse teams innovating together. EEO Statement 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 accommodations@paloaltonetworks.com. 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. #J-18808-Ljbffr