Sr Director, Oracle Cloud Partnership

Our Mission At Palo Alto Networksu00ae, weu2019re united by a shared missionu2014to 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 youu2019re ready to do the most meaningful work of your career alongside people who are just as passionate as you are, youu2019re 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 Your CareerThe 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 Cloudu2019s 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.Your ImpactDevelop and deliver against the annual strategic plan and performance goals for the Oracle and novate 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 activitiesEstablish 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 Networksu2019 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 Networksu2019 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 Cloudu2019s strategic initiatives and gain a deep understanding of the activities, roadmap, and vision of Oracle Cloud. Qualifications Your ExperienceBA, BS (or equivalent work experience), MBA/BA in Business/Economics preferred or equivalent military experience required10+ 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 preferredIndustry knowledge of security product market trends, including awareness of Palo Alto Networksu2019 roadmap and technology development efforts, and understanding of competitive cybersecurity productsIndustry knowledge of Cloud Service Provider strategy and roadmap, Oracle Cloud required; Knowledge should include how they partner with ISVsDemonstrated ability to work in a virtual and matrixed environmentStrong communication (written and verbal) and presentation skillsDemonstrated history of managing complex 360-degree relationships across sell-to, sell-with, and buy-from.

Created: 2026-02-09