Sr. Director, Google Cloud

Sr. Director, Google Cloud

The Palo Alto Networks Sr. Director - Google Cloud is a Global Alliance Leader acting as the strategic leader for our joint business with Google Cloud. This person is responsible for providing strategy and leadership for the sell-with / go-to-market engagement and all joint activities with Google Cloud. Responsibilities include working with Google Cloud on shared marketing priorities, joint customer engagements, joint pipeline development, and ultimately growing our bookings on the Google 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 Google Cloud's Sales teams.

The Global Alliance Leader will report directly to the VP of Cloud, and will directly manage a small team working across a large cross-functional geographic team of 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 Google 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.

Develop and deliver against the annual strategic plan and performance goals for the Google Cloud business.

Innovate and define strategic initiatives, including but not limited to joint marketing activities, tri-party agreements, product integrations, and Sales incentive programs.

Drive Google 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 activities.

Establish strategy and provide oversight for Palo Alto participation in Google Cloud events.

Build and maintain relationships with key personnel in Google Cloud to solidify Palo Alto Networks' standing and awareness within Google Cloud; 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 Networks' field sales organization on engagement management with Google Cloud in pre- and post-sales engagements.

Assist with providing content for Google Cloud training curriculum and sales enablement.

Understand and articulate Google Cloud's strategic initiatives and gain a deep understanding of the activities, roadmap, and vision of Google Cloud.

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 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 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, Google Cloud required; GCP. 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 is necessary to assist in winning business.