Senior Alliance Marketing Manager - Cloud Service Providers (CSPs)

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.

Who We Are

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

Do you excel at building relationships and developing & executing marketing strategies?  Are you passionate about cloud transformation? We’re looking for a Sr. Alliance Marketing Manager to join our Partners & Ecosystems Marketing team.  In this role, you will work with our cloud service provider partners and internal marketing teams to develop and execute strategic marketing programs. 

The Sr. Alliance Marketing Manager is the lead for the global strategy, planning, development, and execution of integrated marketing campaigns for our CSP (Cloud Service Provider) partnership. You will drive strategic marketing initiatives to maximize the business impact of Palo Alto Networks joint solutions with CSPs, serving as a thought leader within the alliance. This role encompasses developing comprehensive go-to-market demand generation strategies, creating alliance messaging and materials, and identifying and influencing market opportunities, all while cultivating strong stakeholder relationships and analyzing results for the biggest impact. A deep understanding of both companies' products, target markets, and go-to-market strategies is critical.

This is an in office role in our HQ (Santa Clara, CA)

Your Impact

• Deliver marketing campaigns across customer segments and industries, extending  throughout the marketplace and broader  ecosystem to generate demand, build awareness and strengthen the partnership globally. In this capacity, you will oversee all aspects of marketing within the partnership; including event strategy, digital marketing, content development, core messaging and positioning, creative direction, marketing plans, sales enablement, and budget management (including co-fund sources).
• Cultivate relationships with internal and external Alliances and collaborates with  stakeholders to drive pipeline through successful co-marketing programs with our cloud provider partners and create a preference for PANW integrated solutions with CSP.
• Establish the marketing strategy and executing programs with strong project management skills. 
• Lead the marketing strategy to achieve goals aligned to business objectives of the Global Strategic Alliances organization and marketing. 
• Develop and maintain strong relationships with the global CSP alliance partner teams and internal stakeholders and motivate the partner to provide additional joint marketing opportunities.
• Drive proactive and streamlined collaboration cross-functionally with Alliances, Global Regions, PMM, Sales, and Partner Ecosystems teams to build consensus and deliver results that strengthen the business overall.
• Build the strategy and ensure the execution of multi-channel, multi-partner programs: working with global teams, extended stakeholder teams and partner teams to build integrated marketing plans. 
• Champions the development of compelling joint value propositions and positioning to engage customers and accelerate adoption of joint solutions.
• Develop a world-class digital experience to drive demand to CSPs listings to drive Paygo subscriptions, Free Trials and influence Private Offers. 
• Develop account-based engagement and nurture programs with relevance to target accounts to derive value from top of the funnel demand generation investments; leverage the ability of CSPs to increase deal size and velocity, and work with sales to facilitate engagement and deal flow. 
• Set, track, and report progress against KPIs and ROI metrics, including regular readouts on the performance of partner marketing programs. Conduct quarterly marketing reviews with key alliance executives (internal and partner) to review success and progress, identify gaps and maintain executive alignment and support.
• Must be comfortable working in a self-directed environment and independently execute many marketing deliverables including value propositions, solution briefs, global marketing plans, and multi-city events.

Your Experience 

• Proven track record of success in a partner marketing role within an ISV and/or CSP is required. Cybersecurity industry experience is preferred.
• 10+ years of enterprise marketing experience including partner marketing 
• Demonstrable experience and expertise working with organizations such as Amazon Web Services (AWS),Azure, Google Cloud Platform (GCP) and other Independent Software Vendors (ISVs), Managed Service Providers (MSPs), Systems Integrators (SIs)
• Good communication (written and verbal), reporting, and presentation skills
• Ability to work in a highly cross-functional environment to drive outcome-based plans, programs, and execution
• Understanding of a broad range of marketing activities, disciplines, and tactics, including field marketing, digital marketing, and industry events
• Demonstrated pipeline impact of partnerships and programs
• Highly motivated, self-starter that can build and launch programs and communications within budget and effectively manage multiple timelines

The Team

Being in Marketing at Palo Alto Networks means that you will be in the midst of the changes impacting our cybersecurity industry, helping our internal teams, customers, and partners address the ever-changing threats we all face daily. Making, doing, building, and rebuilding, leading initiatives that have never been done before. We solve real problems with new ideas, striving tirelessly for simplicity.

Compensation Disclosure

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 between $152000 - $245500/YR. The offered compensation may also include restricted stock units and a bonus. A description of our employee benefits may be found here.

Our Commitment

We’re problem solvers that take risks and challenge cybersecurity’s status quo. It’s simple: we can’t accomplish our mission without diverse teams innovating, together.

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  [email protected].

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.

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