Sr. Director, AWS Alliances

Job Summary

Your Career – The Palo Alto Networks Sr. Director, AWS Alliances acts as the strategic leader for our joint business with AWS. This person is responsible for providing strategy and leadership for the sell‑with/go‑to‑market engagement and all joint activities with AWS.

Responsibilities include working with AWS on shared marketing priorities, joint customer engagements, joint pipeline development, and ultimately growing our bookings on the AWS 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 to connect the Palo Alto Networks Sales organization with AWS’ Sales teams.

The Sr. Director, AWS Alliances will report directly to the VP of Cloud Partnerships and will directly manage a small team of Marketplace, Integration and Business Development leaders. They will also have several dotted‑line relationships with theater‑based Channel Engagement Managers, Partner Marketing, Inside Sales and Product Marketing/Development.

The Sr. Director, AWS Alliances will be the knowledge expert and relationship owner across all of AWS, and will 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 annual strategic plan and performance goals for AWS business.
• Innovate and define strategic initiatives, including joint marketing activities, tri‑party agreements, product integrations and sales incentive programs.
• Establish strategy and provide oversight for Palo Alto participation in AWS events.
• Build and maintain relationships with key personnel in AWS to solidify Palo Alto Network’s standing and awareness within AWS.
• Assist in the development of key relationships with the extended Palo Alto Networks cloud team and executives.
• Act as an escalation point for Palo Alto Network’s field sales organization on engagement management with AWS in pre‑ and post‑sales engagements.
• Assist with providing content for AWS training curriculum and sales enablement.
• Understand and articulate AWS’s strategic initiatives and gain a deep understanding of the activities, roadmap, and vision of AWS.

Qualifications

• BA, BS (or equivalent work experience), MBA preferred or equivalent military experience required.
• 10+ years experience in GTM Leadership – preferably working at, or with, a cloud service provider (AWS, GCP or Azure); 3+ years in global role preferred.
• Industry knowledge of security product market trends, 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, AWS required; GCP, Azure preferred; Oracle, IBM, AliCloud nice to have.
• 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 necessary to assist in winning business.

Compensation

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 the annual range listed below.

Annual base salary: $215,000.00 – $322,500.00 / yr.

Equal Opportunity & Employment Policies

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.

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

Is role eligible for Immigration Sponsorship? No. Please note that we will not sponsor applicants for work visas for this position.

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