Hiring: Director - Hyperscaler Solutions & Sales Play Company: Palo Alto Networks Location: Santa Clara, CA Job Posted Time: 2026-09-10 07:40:31 Employment Type: Full-time Target Skills & Keywords : AWS, Azure, GCP, LLM, Oracle Cloud About the job Experience: •10-15 years of strategic leadership experience in alliance management, product strategy, or business development, with a proven track record of scaling high-growth businesses and managing complex, cross-functional organizational ecosystems •15 years of strategic leadership experience in alliance management, product strategy, or business development, with a proven track record of scaling high-growth businesses and managing complex, cross-functional organizational ecosystems Required Skills: •Operate at all levels of hyperscaler organizations from C-level to sellers and technical resources. This role requires a strong technical knowledge of the rapidly evolving agentic AI ecosystem, PANW’s and the hyperscalers’ capabilities in this spac,plan solutions-related cross-functionalthe ,,,,e to jointly add value to mutual customers. •Lead global cross functional teams (product management, engineering, sales execution) to develop and deliver on a plan with each hyperscaler (Google Cloud, AWS, Microsoft Azure and Oracle Cloud) on AI Security Sales Plays •These plans will include incremental pipeline, opportunities and bookings goals. Govern sales play level planning and execution by leading quarterly business reviews (QBRs) and regular operational cadence •Demonstrate thought leadership through a deep technical understanding of AI security solutions and product roadmaps from both Palo Alto Networks and hyperscalers •Interface directly with internal and hyperscaler product teams and broader ecosystems team to identify appropriate technical integrations and agentic plays to make the joint value proposition to customers more compelling •Oversee the strategic integration of our agentic AI offerings into hyperscaler marketplaces, ensuring our technical value proposition is accurately positioned to drive automated,,solutions-relatedcross-functional co-sell opportunities. •Converse at a C-level on industry trends and emerging changes to the AI security landscape that every customer must be aware of and planning to deal with (especially relevant with the onset of Frontier Models) •Define the global account segmentation strategy and investment model for AI sales plays, ensuring alignment with hyperscaler sales leadership to maximize pipeline velocity Qualifications: •Well-versed in the10-15 years of strategic leadership experience in alliance management, product strategy, or business development, with a proven track record of scaling high-growth businesses and managing complex, cross-functional organizational ecosystems •Demonstrated executive presence with the ability to influence C-suite stakeholders and lead cross-company transformation initiatives •Industry knowledge of AI security product market trends, including awareness of Palo Alto Networks’ AI Security roadmap and technology development efforts, and understanding of competitive AI security products •Industry knowledge of Hyperscaler strategy and roadmap, Knowledge should include how they partner with ISVs •In-depth knowledge of AI ecosystems, hyperscalers, LLMs and cybersecurity companies •Well versed with use of various AI tools in the normal course of business •Proven ability to think strategically and execute creatively •"Whatever it takes" attitude and motivation to do whatever is necessary to assist in winning business •We’re trailblazers that dream big, take risks, and challenge cybersecurity’s status quo. It’s simple: we can’t accomplish our mission without diverse teams innovating, together. Compensation: •Flexible work environment (work from home / hybrid options) •The offered compensation may also include restricted stock units and a bonus Interested candidates, please apply directly through the job posting on company's career page or try via AI auto apply on this platform. Don't miss this opportunity to join a forward-thinking team!