Global Alliance Leader, AWS

About the role

We take our mission of protecting the digital way of life seriously. We are relentless in protecting our customers and we believe that the unique ideas of every member of our team contributes to our collective success. Our values were crowdsourced by employees and are brought to life through each of us everyday - from disruptive innovation and collaboration, to execution. From showing up for each other with integrity to creating an environment where we all feel included. As a member of our team, you will be shaping the future of cybersecurity. We work fast, value ongoing learning, and we respect each employee as a unique individual. Knowing we all have different needs, our development and personal wellbeing programs are designed to give you choice in how you are supported. This includes our FLEXBenefits wellbeing spending account with over 1,000 eligible items selected by employees, our mental and financial health resources, and our personalized learning opportunities - just to name a few! Your Career The Palo Alto Networks Global Alliance Leader, AWS 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 (a dotted-line relationship) to connect the Palo Alto Networks Sales organization with AWS' Sales teams. The Global Alliance Leader will report directly to the Chief Partnerships Officer, 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. This person will be the knowledge expert and relationship owner across all of AWS 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.

Responsibilities

• Develop and deliver against annual strategic plan and performance goals for AWS business
• Innovate and define strategic initiatives, including but not limited to 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
• Your Experience
• 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, 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, AWS required; GCP, Azure preferred; Oracle, IBM, AliCloud nice to have. 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 necessary to assist in winning business
• The Team
• Our sales team members work 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 journ

Additional Information

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 a company built on the foundation of challenging and disrupting the way things are done, and we're looking for innovators who are as committed to shaping the future of cybersecurity as we are.

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