Director – Oracle Cloud Partnership

This is a fully remote position, open to applicants in California.

📋 Description

• Create and implement the yearly strategic plan and performance objectives for Oracle and OCI.

• Identify strategic initiatives, which include joint marketing efforts, tri-party agreements, product integrations, and sales incentive programs.

• Lead Oracle co-sell initiatives, focusing on new and incremental opportunities for Palo Alto Networks.

• Develop strategy and oversee Palo Alto Networks’ involvement in Oracle Cloud events.

• Cultivate and sustain relationships with key personnel within Oracle Cloud to enhance Palo Alto Networks’ position.

• Foster relationships with the broader Palo Alto Networks cloud team and executive leadership.

• Serve as an escalation point for managing field sales engagement with Oracle Cloud in both pre- and post-sales interactions.

• Contribute content for the Oracle Cloud training curriculum and sales enablement resources.

• Comprehend and communicate Oracle Cloud’s strategic initiatives, activities, roadmap, and vision.

• Oversee cross-functional geographic teams comprising Integration and Business Development leaders.

• Manage relationships with theater-based Channel Engagement Managers, Partner Marketing, Inside Sales, and Product Marketing/Development.

• Present at QBRs, executive meetings, training sessions, and events.

• Act as a subject matter expert and relationship steward across Oracle Cloud.

• Report directly to the VP of Cloud and maintain frequent engagement with senior executives, including C-suite leaders.

⛳️ Requirements

• BA, BS (or equivalent work experience) is required.

• MBA/BA in Business/Economics is preferred, or equivalent military experience is required.

• Over 10 years of experience in GTM Sales and Leadership roles.

• At least 5 years of experience, preferably working at or with a cloud service provider and a Security Technology company.

• A minimum of 3 years in a global role is preferred.

• Knowledge of security product market trends, including awareness of Palo Alto Networks’ roadmap and technological development efforts.

• Understanding of competitive cybersecurity products.

• Familiarity with Cloud Service Provider strategy and roadmap; experience with Oracle Cloud is required.

• Knowledge of how cloud service providers collaborate with ISVs.

• Proven ability to thrive in a virtual and matrixed environment.

• Excellent written and verbal communication and presentation abilities.

• A demonstrated history of managing intricate 360-degree relationships across sell-to, sell-with, and buy-from dynamics.

• Capability to engage with AI, Cloud, and Security sales initiatives.

• No immigration sponsorship; applicants must not require work visa sponsorship for this position.

🏝️ Benefits

• Restricted stock units.

• Bonus opportunities.

• Employee benefits (specific benefits not detailed).

• Reasonable accommodations for qualified individuals with disabilities or special needs.