Director - Hyperscaler Solutions & Sales Play
Core
Define global strategy and build/maintain AI Security sales plays with hyperscaler partners (Google Cloud, AWS, Microsoft Azure, Oracle Cloud) to drive pipeline, opportunities, and bookings.
Role type
Director, Hyperscaler Alliance & AI Security Strategy
Builds
Global AI Security sales plays and joint value propositions with hyperscalers
Domain
Cybersecurity, Artificial Intelligence (Agentic AI, LLMs), Cloud Computing
Deliverable
production ML models | product features | dashboards & analysis | research | client delivery | infrastructure | physical/clinical work
Required skills
Strategic leadership, alliance management, C-suite influence, cross-functional ecosystem management, AI security product knowledge, hyperscaler partnership strategy, go-to-market planning, enablement design, account segmentation, value proposition development
Preferred skills
Experience with Frontier Models, technical understanding of agentic AI ecosystems, knowledge of ISV partnerships
Technologies
Palo Alto Networks AI Security, Hyperscaler Cloud Platforms (AWS, Azure, GCP, Oracle), LLMs, Agentic AI tools
Responsibilities
Lead cross-functional teams to develop and execute AI Security sales plays with hyperscalers; Govern sales play planning via quarterly business reviews; Demonstrate thought leadership on AI security trends and product roadmaps; Identify technical integrations and agentic plays for joint value propositions; Oversee integration of AI offerings into hyperscaler marketplaces; Converse at C-level on industry trends and AI security landscape changes; Define global account segmentation and investment models; Create enablement plans and deliver sessions to customers and sellers; Present joint value propositions at partner events; Track stakeholder feedback to improve strategy effectiveness
