Head of B2B Partner Marketing

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. In order to be the cybersecurity partner of choice, we must trailblaze the path and shape the future of our industry. Disruption, Collaboration, Execution, Integrity, and Inclusion. That's why most of our teams work from the office full time, with flexibility when it's needed. 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.

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: Coach marketers on navigating the distinct organizational structures, co-sell programs, and GTM motions of each major hyperscaler.

Multi-Cloud Strategy & Joint GTM Planning

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.

Co-Marketing, Co-Selling & Demand Generation

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., 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.

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.

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 dynamics, and partner portals across multiple major hyperscalers (e.g., AWS ACE, Microsoft Partner Center, Google Cloud Partner Advantage).

Cross-Functional Influence: Exceptional ability to drive alignment across matrixed organizations, working closely with executive leadership in Sales, Product, and Alliances.

Data-Driven Approach: Strong analytical capability using Salesforce, marketing automation tools, and BI dashboards to track pipeline velocity and marketing attribution.

Bachelor's degree in Business, Marketing, or related field (MBA preferred).

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/com-missioned roles) is expected to be the annual range listed below. The offered compensation may also include restricted stock units and a bonus. We're trailblazers that dream big, take risks, and challenge cybersecurity's status quo. 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 View email address on click.appcast.io 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? Please note that we will not sponsor applicants for work visas for this position.

#