Senior Alliance Marketing Manager

Job Description

Your Career

Do you excel at building relationships and developing & executing marketing strategies?  Are you passionate about cloud transformation? We’re looking for a Sr. Alliance Marketing Manager to join our Partners & Ecosystems Marketing team.  In this role, you will work with our cloud service provider partners and internal marketing teams to develop and execute strategic marketing programs. 

The Sr. Alliance Marketing Manager is the lead for the global strategy, planning, development, and execution of integrated marketing campaigns for our CSP (Cloud Service Provider) partnership. You will drive strategic marketing initiatives to maximize the business impact of Palo Alto Networks joint solutions with CSPs, serving as a thought leader within the alliance. This role encompasses developing comprehensive go-to-market demand generation strategies, creating alliance messaging and materials, and identifying and influencing market opportunities, all while cultivating strong stakeholder relationships and analyzing results for the biggest impact. A deep understanding of both companies' products, target markets, and go-to-market strategies is critical.

This is an in office role in our HQ (Santa Clara, CA)

Your Impact

• Deliver marketing campaigns across customer segments and industries, extending  throughout the marketplace and broader  ecosystem to generate demand, build awareness and strengthen the partnership globally. In this capacity, you will oversee all aspects of marketing within the partnership; including event strategy, digital marketing, content development, core messaging and positioning, creative direction, marketing plans, sales enablement, and budget management (including co-fund sources)
• Cultivate relationships with internal and external Alliances and collaborates with  stakeholders to drive pipeline through successful co-marketing programs with our cloud provider partners and create a preference for PANW integrated solutions with CSP
• Establish the marketing strategy and executing programs with strong project management skills. 
• Lead the marketing strategy to achieve goals aligned to business objectives of the Global Strategic Alliances organization and marketing
• Develop and maintain strong relationships with the global CSP alliance partner teams and internal stakeholders and motivate the partner to provide additional joint marketing opportunities
• Drive proactive and streamlined collaboration cross-functionally with Alliances, Global Regions, PMM, Sales, and Partner Ecosystems teams to build consensus and deliver results that strengthen the business overall
• Build the strategy and ensure the execution of multi-channel, multi-partner programs: working with global teams, extended stakeholder teams and partner teams to build integrated marketing plans. 
• Champions the development of compelling joint value propositions and positioning to engage customers and accelerate adoption of joint solutions
• Develop a world-class digital experience to drive demand to CSPs listings to drive Paygo subscriptions, Free Trials and influence Private Offers
• Develop account-based engagement and nurture programs with relevance to target accounts to derive value from top of the funnel demand generation investments; leverage the ability of CSPs to increase deal size and velocity, and work with sales to facilitate engagement and deal flow
• Set, track, and report progress against KPIs and ROI metrics, including regular readouts on the performance of partner marketing programs. Conduct quarterly marketing reviews with key alliance executives (internal and partner) to review success and progress, identify gaps and maintain executive alignment and support
• Must be comfortable working in a self-directed environment and independently execute many marketing deliverables including value propositions, solution briefs, global marketing plans, and multi-city events

Qualifications

Your Experience 

• Proven track record of success in a partner marketing role within an ISV and/or CSP is required. Cybersecurity industry experience is preferred
• 10+ years of enterprise marketing experience including partner marketing 
• Demonstrable experience and expertise working with organizations such as Amazon Web Services (AWS),Azure, 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
• 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