Alliance Marketing Program Manager - Cloud Service Provider - AWS

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!

At Palo Alto Networks, we believe in the power of collaboration and value in-person interactions. This is why our employees generally work full time from our office with flexibility offered where needed. This setup fosters casual conversations, problem-solving, and trusted relationships. Our goal is to create an environment where we all win with precision.

Your Career

Do you excel at building relationships and developing & executing marketing programs?  Are you passionate about cloud transformation? We’re looking for an Alliance Marketing Manager - Cloud Service Providers (CSPs) to join our Partners & Ecosystems Marketing team.  This role will work with our global ecosystems marketing teams and cloud service provider partners to develop and execute strategic marketing programs globally. We’re looking for someone with experience developing and executing successful co-marketing campaigns, and a proven track record of delivering pipeline via partner marketing initiatives, with CSP experience preferred.  

The Alliance Marketing Program Manager, Cloud Service Providers will build and execute integrated marketing campaigns with AWS. The ideal candidate is comfortable executing integrated marketing motions, including digital campaigns, virtual and in-person events, budget management, sales enablement, and reporting. 

This is an in office role 3 days/week in our HQ, Santa Clara CA 

Your Impact

• Collaborate and coordinate with alliance and partner stakeholders to execute and optimize quarterly marketing plans that achieve KPIs and align with alliance sales to define target accounts, engagement plans and make data-driven recommendations.

• Awareness of co-funding sources, partner rules and regulations, and approval processes is required.

• Own and manage cross-portfolio demand generation marketing playbook cadence and activities with alliance marketing globally, including Hands on Workshops, Field activation in collaboration with sales teams, ABM activities and associated campaigns. Responsible for the creation of registration pages, email outreach, coordinating social media, lead upload and tracking, PO creation and SOW management. Accountable to activity cadence, target account list management and lead flow/tagging to appropriate stakeholders.

• Develop and implement an executive engagement model, leveraging AWS’s established rapport with customer decision-makers and offering both physical and digital experiences to drive account-based marketing efforts in support of alliance sales plays and with CXO activities.

• Support partner and industry events with booth presence, aligned messaging, ancillary activations, and customer meetings e.g. National Retail Federation, HIMSS, Google-hosted activity (Next, AI roadshows, Security Summits), and Palo Alto Networks Ignites.

• Own end-to-end event logistics, including venue selection, speaker coordination, agenda planning, and follow-up strategies. 

• Perform event set-up tasks include PO creation, contract execution, budget tracking, new vendor onboarding, InfoSec review, and payment processing.

• Ability to proactively work independently with vendors and develop relevant action plans by event.

• Manage event logistics including shipping of materials, set-up, ordering of onsite services, catering, transportation and food vouchers, staffing requirements, and communications.

• Create event campaigns in Salesforce in accordance with standards and ensure all leads uploaded within SLA post-event.

• Work closely with Sales Leaders and Account Executives to track engagement, optimize outreach, and accelerate pipeline progression.

• Measure and report on event effectiveness, ensuring alignment with pipeline and revenue goals.

• Track and report progress on marketing campaign KPIs and ROI metrics, including regular readouts on the performance of partner marketing programs. Contribute data to quarterly marketing reviews with key alliance executives (internal and partner) to review success/progress, identify gaps and maintain executive alignment and support. Responsibilities include SFDC creation, Tableau reporting, create and maintain planning decks and event status reports.

Your Experience 

• Proven track record of success in a partner marketing role within the cloud service provider or cybersecurity industries.

• 5-10+ years of enterprise marketing experience, including partner marketing 

• 4-year bachelor's degree in marketing or similar

• Demonstrable experience and expertise working with organizations such as Amazon Web Services (AWS), 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

• Familiarity with leveraging AI to draft communications and content

• 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

• Ability to travel

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 $100000 - $163000/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.