Director, CSP/Hyperscaler Partner Marketing

Our Mission At Palo Alto Networks®, we're united by a shared mission-to protect our digital way of life. We thrive at the intersection of innovation and impact, solving real-world problems with cutting-edge technology and bold thinking. Here, everyone has a voice, and every idea counts. If you're ready to do the most meaningful work of your career alongside people who are just as passionate as you are, you're in the right place. Who We Are In order to be the cybersecurity partner of choice, we must trailblaze the path and shape the future of our industry. This is something our employees work at each day and is defined by our values: Disruption, Collaboration, Execution, Integrity, and Inclusion. We weave AI into the fabric of everything we do and use it to augment the impact every individual can have. If you are passionate about solving real-world problems and ideating beside the best and the brightest, we invite you to join us! We believe collaboration thrives in person. That's why most of our teams work from the office full time, with flexibility when it's needed. This model supports real-time problem-solving, stronger relationships, and the kind of precision that drives great outcomes. Job Summary We are seeking an experienced, strategic, and people-centric Director, CSP/Hyperscaler Partner Marketing to lead our global go-to-market (GTM) joint marketing strategies across all major Cloud Service Providers (AWS, Microsoft Azure, Google Cloud Platform, and Oracle Cloud Infrastructure). In this role, you will mentor, and manage a team of dedicated CSP Partner Marketers, each focused on specific hyperscaler relationships. Together, you will serve as the primary architects of joint demand-generation campaigns, Cloud Marketplace growth, and strategic co-marketing initiatives. You will align your team with hyperscaler alliance leads, field sales, and product teams to maximize Market Development Funds (MDF), accelerate multi-cloud consumption, and scale co-sell pipeline globally. 1. Team Leadership & Multi-CSP Portfolio Management Direct Management: Recruit, mentor, and directly manage a team of CSP Partner Marketers, setting clear performance objectives, development goals, and provider-specific KPIs. Portfolio Allocation: Balance team capacity and budget across AWS, Azure, GCP, and OCI based on revenue impact, market opportunity, and joint strategic priorities. Coaching & Professional Growth: Build a high-performing team culture. Coach marketers on navigating the distinct organizational structures, co-sell programs, and GTM motions of each major hyperscaler. 2. Multi-Cloud Strategy & Joint GTM Planning Strategic Roadmap: Architect and own the multi-year global marketing strategy across the entire CSP ecosystem, aligning partner goals with overall company revenue targets. Executive Relationship Building: Establish high-trust, collaborative relationships with senior partner marketing executives, alliance leaders, and sales managers across all four hyperscalers. Value Proposition & Positioning: Work with Product Marketing to articulate our multi-cloud value proposition, ensuring messaging resonates whether a customer operates on a single cloud or a hybrid, multi-cloud architecture. 3. Co-Marketing, Co-Selling & Demand Generation Integrated Campaigns: Oversee execution of integrated global demand generation campaigns across digital channels, content, webinars, and field events to drive partner-influenced pipeline. Cloud Marketplace Scale: Direct targeted marketing campaigns across AWS Marketplace, Azure Marketplace, GCP Marketplace, and OCI Marketplace to accelerate transacted revenue and private offers (e.g., CPPO/MPPO). Committed Spend Mechanics: Ensure your team designs messaging that educates enterprise buyers on using their cloud commitments (e.g., AWS EDP, Azure MACC, GCP Commits) to procure our platform. 4. MDF Optimization, Events & Governance Cross-CSP MDF Optimization: Oversee the end-to-end lifecycle of hyperscaler Market Development Funds (MDF) and co-investment programs-ensuring maximum fund allocation, compliance, execution, and proof-of-performance (PoP) recovery across all providers. Flagship Event Presence: Lead team strategy and execution for major hyperscaler global events (AWS re:Invent, Microsoft Ignite, Google Cloud Next, Oracle CloudWorld) and regional executive roundtables. Pipeline Attribution & ROI: Monitor and report on partner-sourced and partner-influenced pipeline, closed-won revenue, Marketplace GMV, and overall marketing ROI across the entire CSP portfolio. Qualifications Experience: 10+ years in B2B technology marketing, with 5+ years specifically focused on partner/channel marketing within the hyperscaler ecosystem (AWS, Azure, GCP, or OCI). People Management: 2-3+ years of direct people management experience, with a proven track record of scaling and leading partner marketing teams. Multi-Cloud Expertise: Familiarity with the distinct co-sell programs, marketplace #J-18808-Ljbffr Palo Alto Networks