Director Cloud Engagement Lead, Google Cloud

Company Description

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!

Job Description

Your Career

The Cloud Engagement Lead (CEL) is a global role, with a particular focus on our Google Cloud Platform (Google Cloud) as a GCP (cloud service provider). This position is responsible for providing business development and Co-Sell leadership and strategy for the GCP engagement - you will all the global programs and engagement of this alliance. You will have an understanding of the joint solutions and lead global campaigns that will drive new leads and help to close large opportunities while working closely with the Palo Alto Network field and Google Cloud counterparts. You will help navigate current and future security offerings/ joint architectures from Google Cloud and provide prescriptive guidance to Palo Alto Networks’ Product and Field teams on opportunities, solutions, and areas of collaboration.

Your Impact

• Develop annual strategic plan and performance goals for assigned Cloud Provider

• Build and lead global campaigns around key sales plays, and rollout initiatives while working with the regional teams to maximize pipeline, new leads and drive revenue with Google Cloud support. 

• Directly engage and maintain partner relationships with key stakeholders

• Support the field, manage all joint sales, private offer and Co-Sell Opportunities with GCP

• Monitor and manage all opportunities, pipeline activity and bookings while delivering accurate forecasts and comprehensive funnel management reports

• Assist with delivering content for Public Cloud training curriculum and sales enablement

• Coordinate activities and have involvement with the Public Cloud virtual team of Business Development, Marketing, Product Management, Channels, and Sales as part of the cloud strategy

• Provide support and coordination for channel activity with GCP

• Provide an escalation point for pre-sales and post-sales issues for any activity with the Public Cloud provider

• Build and maintain relationships with key personnel, GCP, and partners.

Qualifications

Your Experience 

• 10+ years’ experience in Sales Leadership – Account or Partner Management

• 5+ years of proven worldwide experience and Channel Program experience is preferred

• GCP engagement experience

• Demonstrated history of managing campaigns and sales plays with partners

• Industry knowledge of security product market trends and directional awareness of Palo Alto

• Demonstrated ability to work in a virtual and matrix environment

• Proven ability to manage a myriad of different disciplines and tasks in a high-pressure, time-sensitive environment

• Strong communication (written and verbal) and presentation skills

• "Whatever it takes" with respect for companies culture, and policies balanced with attitude and motivation to do whatever is necessary to assist in winning business

Additional Information

The Team

The Cloud Engagement Lead will be part of the team that coordinates Palo Alto Networks GTM activities and will be a central conduit for engagement management between Palo Alto Network and GCP. In regard to str