Job Description

Your Career 

As a Principal Consultant in Unit 42 you will have the opportunity to work across a number of proactive cyber security domains including Cloud Security, Security Operations, Cyber Risk Management and Artificial Intelligence in cyber security.

We are seeking an individual who is passionate about cyber security, curious with a demonstrated track record of continuous learning, and has the technical acumen to embrace data, technological and innovative approaches to deliver the best consulting outcomes for clients, as they work to address the challenges associated with today’s cyber threat landscape. 

Your Impact

• Principal SOC Advisory
  • 6+ years of consulting experience in SOC, security engineering, SIEM administration, and incident management and demonstrated success with serving large, multinational organisations in designing and implementing an organisation’s security operations program, organisational structures, and capabilities
  • Possess a deep technical knowledge in Security Incident and Event Management (SIEM) platforms, Security Orchestration and Response (SOAR) technologies, Endpoint Protection and Response/Next Gen Protection and Response (EDR/XDR) tools, Next GenFirewalls, Threat Intelligence and Hunting platforms
• Defensive Security Skills (desired)
  • Experience in security operations design, engineering and/or analysis and investigations, ideally in complex environments, with security event correlations across a variety of sources i.e. cloud, network, endpoint, logs
  • Ability to perform detailed assessments, identify areas for improvement and make recommendations to transform an organisation's cyber security operations and capabilities to better protect, detect and rapidly respond to modern threats. 
  • Demonstrated experience in improving an organisations security operations capabilities such as improvements in asset visibility, threat detection capabilities, automation techniques, case management, enablement of compliance and regulatory requirements
  • Experience in conducting threat hunting and/or compromise assessments to identify active or dormant indicators of compromise (IoCs) or evidence of unknown threats within an organisations digital environment
  • Relevant industry certifications including GIAC Defensible Security Architect (GDSA), GIAC Intrusion Analyst (GCIA), GIAC Continuous Monitoring (GMON), CISSP
  • Understanding of cyber risk frameworks or industry standards such as 800-53, ISO 27001/2, PCI, CIS 18, CMMC
• Principal Cloud Security
  • 6+ years of experience performing cloud security advisement and risk assessments based upon industry-accepted standards
  • Hands-on experience with a cloud hosting provider (AWS, Azure, GCP, etc)
  • Experience with a Cloud Application Security Broker - MCAS, Netskope
  • Possess a deep technical knowledge in CASBs, Cloud Platforms and the dependencies around such an environment (WAF, SSO, Cloud Threats, API Security, Cloud Security Posture Management)
  • Former experience with cloud migrations (cloud to cloud, or on-prem to cloud)
  • Knowledge of command-line interfaces or scripting tools in cloud environments is a plus
• Cloud Security skills (desired)
  • Secure software development practices, including SecDevOps
  • Sound knowledge of applicable frameworks & standards, including OWASP, MITRE ATT@CK & D3FEND, CIS, NIST CSF, CSA CCM & ISO 27107
  • Relevant industry certifications including CSCP
  • Understanding of cyber risk frameworks or industry standards such as 800-53, ISO 27001/2, PCI, CIS 18, CMMC
• Principal Cyber Risk Management
  • Experience in performing cyber security threat & risk assessments to support the development of cyber security strategies and roadmaps
  • Technical proficiency in a wide range of cyber risk management services, including cyber threat, risk and control assessments, secure software development practices, penetration testing, vulnerability assessments, among others
  • Sound knowledge of applicable laws, compliance regulations, and industry standards as it relates to privacy, security, and compliance
  • Sound knowledge of applicable frameworks, including MITRE ATT@CK & D3FEND, CIS, NIST CSF, CSA CCM
  • Strong communication and presentation skills
• Cyber Risk Management skills (desired)
  • Experience in threat modelling & application security risk assessments, secure software development practices, including SecDevOps
  • FAIR Open certified & experience in applying FAIR for cyber risk quantification 
  • Relevant industry certifications including CISSP, CISM, CISA
  • Understanding of cyber risk frameworks or industry standards such as 800-53, ISO 27001/2, PCI, CIS 18, CMMC

Qualifications

Your Experience

• 6+ years of experience performing cyber security consulting in at least two of the three domains below, with SME experience in one of the domains
• Experience managing a team of consultants
• Demonstrates a track record in strengthening existing and developing new client relationships
• Ability to strive in a startup environment
• Ability to perform travel requirements as needed to meet business demands 
• Identified ability to grow into a valuable contributor to the practice and, specifically -
  • have an external presence via public speaking, conferences, and/or publications
  • have credibility, executive presence, and gravitas
  • be able to have a meaningful and rapid delivery contribution
  • have the potential and capacity to understand all aspects of the business and an excellent understanding of PANW products
  • be collaborative and able to build relationships internally, externally, and across all PANW functions, including the sales team
• Bachelor’s Degree in Information Security, Computer Science, Digital Forensics, Cyber Security OR equivalent years of professional experience or equivalent military experience to meet job requirements and expectations

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Job Description

Your Career

As a Systems Engineer, you’ll enable sales engagements into a set of large new enterprise accounts. You will play a key role in navigating complex accounts in order to generate and deliver winning proposals, contract bids, statements of work, and RFI/RFP responses. It is business critical to meet and exceed sales quotas by building and implementing strategic account plans targeting enterprise-wide deployments of the Palo Alto Networks Next-Generation Security Platform.

Your Impact

• Establish yourself as a trusted advisor to prospects and customers working with your Account Manager and the local partners within your territory
• Identify and document specific problems with prospective and current customers which can be solved through the deployment of integrated solutions
• Architect and propose validated solutions which address the identified cybersecurity problems in each unrivaled environment
• Ensure ongoing customer happiness, support, and adoption
• Continuous self-improvement and learning to maintain technical leadership of applicable technologies (data center, SDN, public cloud, security, networking, etc.)
• Understand and effectively differentiate against our top competitors
• Act as the customer advocate for any issues that require technical assistance and follow up with the customer until the issue is resolved

Qualifications

Your Experience

• 4+ years of experience as a successful pre-sales SE, systems integrator, or equivalent experience
• BS in Computer Science or equivalent or equivalent military experience required
• Working knowledge of Palo Alto Networks products, with a focus on Next-Generation Firewall and some comparative technologies - Continuous technical development
• Experience with systems installation, configuration and administration of routers/switches, UNIX/Linux, and Windows-based systems
• Experience that emphasizes L2-L4 Networks (L2 switching architectures including Spanning Tree, IP routing that includes OSPF and BGP, and L4 Load balancing)
• Understand and effectively present our security platform to technical and non-technical audiences
• Strong analytical skills to evaluate complex multivariate problems and find a systematic approach to gain a quick resolution, often under duress
• Mature and effective time-management skills
• Prior experience selling network infrastructure-based security appliances, including but not limited to - Firewalls, SSL/IPSec VPNs, Security Proxies and Caches
• Familiarity working with Channel partners and understanding of a channel-centric market approach
• Previous work in the enterprise networking security space
• Experience and knowledge of modern network threats and malware, network forensics, automation tools and technologies, and endpoint security technologies
• Significant industry certifications (SANS, CISSP, CCIE, etc)

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Job Description

Your Career

As an Account Manager for Public Sector/Government Business in Vietnam, you will be responsible for delivering new clients in our growing territories. You are the primary point-of-contact for major accounts and are accountable for delivering at above quota sales performance in your region. You are motivated by a hunger to solve critically difficult challenges that face our clients. You develop trusted relationships at a high, executive level, focusing on the strategic nature of the partnership. This means that you have a concrete understanding of our product suites, and are able to help identify areas that can be resolved by Palo Alto Networks solutions.

You will lead to identifying and signing appropriate channel partners as well as training them on our solutions. Additionally, your credibility will guide your customers in their search to transition to a more secure online environment. You feel empowered by our product offerings - and love a technical challenge.

Your Impact

• You will specifically be responsible for acquiring and managing Government accounts in Vietnam
• Employing world-class account management skills to identify cross-selling and up-selling opportunities within the target accounts
• Be a highly competent presenter, with a proven track record in selling to C level executives
• Develop and maintain detailed account profiles including organisational charts for all accounts to be reviewed by management on a quarterly basis
• Facilitate communication on strategic and tactical issues facing our clients and partners
• Maintain continuity and up-to-date knowledge of industry trends, technical developments, and governmental regulations that affect target markets
• Develop market strategies and goals for each product and service - understand the strategies, goals, and objectives of accounts
• Lead coordinating account strategy and tactics for sales support team (inside sales, systems engineering, sales management)
• Take full responsibility for accurate sales forecasting by demonstrating in-depth knowledge of sales cycles from initial contact through the procurement process
• Extensive domestic travel and possible International travel as necessary

Qualifications

Your Experience

• Bachelor degree in technology or equivalent experience is required or equivalent military experience required
• 8+ years of quota carrying sales experience in any Cybersecurity, software or Technology company
• Solid exposure and experience handling Public Sector clients in Vietnam
• Self-motivated with Strong communication (written and verbal) and presentation skills, both internally and externally
• Enterprise sales experience with and actionable rolodex of decision makers
• Superb organisational skills
• Experience selling network infrastructure based security appliances including but not limited to - Firewalls, SSL/IPSec VPNs, Security Proxies and Caches
• Practical knowledge of routing and switching products that will be installed adjacent to the Palo Alto Networks appliances
• Experience working with channel partners and understanding of a channel centric go to market approach

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Job Description

Your Career

As a Systems Engineering Manager, you are the technical leader for the Systems Engineering team. You will work closely with the District Sales Manager and, along with your team, build relationships with your customers with the goal of helping them detect and prevent advanced cyberattacks and breaches. Our customers need guidance on what applications to deploy from our platform. Your guidance, expertise, and mentorship of your team of SEs will keep them ahead of the latest cyberthreats and staying on the leading edge of prevention. 

We are looking for a leader to develop our sales teams, providing training and technical support as a product expert. Additionally, you will provide feedback to the product management team on new feature requests and product improvements based on what you learn from your customer base. Your team, in partnership with the sales account managers, will displace competitor technologies and build market share within your targeted list of major accounts, and most importantly, help your client sleep at night as they use our products to build secure digital transactions. 

Your Impact

• Recruit and hire new systems engineers into the territory, hiring the best talent in the industry
• Responsible to train, mentor, and review employees on your team, keeping them engaged and successful in their careers 
• Support field systems engineer team in complex evaluations, problem-solving and challenging customer environments
• Define and create an updated system engineering training curriculum
• Develop relationships with channel partners and their technical teams to ensure colleagues are appropriately trained and can support our installations
• Provide effective technical leadership in customer interactions to include sharing security trends and standard methodologies employed by other customers to actively be part of the selling process
• Act as a floating systems engineer and fill in for existing team members if there is a resource conflict or vacation coverage challenge
• Act as an escalation point for pre-sales and post-sales technical issues that arise 
• Build and maintain relationships with key customers to solidify reference accounts and to assist the account teams with defining plans to drive more business
• Present to customers as our expert in your area at all levels in the customer hierarchy from technician to CIO
• Lead conversations about industry trends and emerging changes to the security landscape that every customer needs to plan for 
• Discuss competitor products in the marketplace and positions ours as the best alternative
• Working with Product Management, Technical Marketing, and R&D to build requirements and product features for our large customers and provide feedback from customers 
• Provide design consultation and standard methodology mentorship for rollout, implementation, and policy conversion during the 'pre-sales' process for strategic opportunities
• Ownership of advanced 'proof of concept' testing in strategic accounts either at the customer site or our lab facilities
• Provide advanced 'Partner SE' training for updates in our product suite
• Maintain a general understanding of competitor selling strategies
• 50-75% travel within the region

Qualifications

Your Experience

• Experience as a pre-sales System Engineer Manager
• Experience as a Senior System Engineer or Consulting Engineering
• Industry knowledge of security product market trends and directional awareness of our roadmap and technology development efforts, knowledge of competitor offerings and products 
• Knowledge of how to deliver comprehensive security solutions to Palo Alto Networks customer base
• Strong communication (written and verbal) and presentation skills
• Quota driven attitude focused on client's best solution by being a trusted advisor 

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Job Description

Your Career

The Partner Services Manager (PSM) plays a key role in our support organization by owning Palo Alto Networks’ relationships with our services specialized partners, specifically the Authorized Support Center (ASC) specialized partners and the Certified Professional Services (CPSP) specialized partners.  Through meaningful development of these relationships, the PSM develops our partner delivered support ecosystem by ensuring that ASC and CPSP partners are enabled to sell and deliver their support services to our shared customers.  PSM’s are responsible for managing all aspects of our ASC and CPSP services specializations with qualified partners, as well as, managing the ecosystem in which these partners operate.  By ensuring partner compliance to program requirements, the PSM is a key component of helping our services organization scale as our business continues to expand.

Your Impact

• Effective management of Authorized Support Center (ASC) and Certified Professional Services (CPSP) specialized partners in accordance with our ASC and CPSP NextWave Partner Program services specializations - ASC/CPSP partners are those partners actively selling, implementing, and technically supporting our end user customers
• Manage all delivery aspects of the ASC/CPSP partner specializations
• Efficient execution of the entire partner onboarding process from prospecting - recruitment - nomination - contracting - support infrastructure/tech support team set up - enablement and accreditation - partner relationship - program KPIs track, measure, report - audit, review and planning
• Channel management of the 3Cs (Coverage, Capacity, Capability) to always ensure that we are ready to meet local customer demand for technical support and professional services whenever we enter new markets or grow existing market space
• Always striving to achieve the best customer support delivery (quality of service) through ASC/CPSP specialized partners and hence resulting in lowering our own technical support cost or increasing product pull-through and scalability for professional services and implementation
• Developing our partner ecosystem which is a 2 Tier Disti-Resell model into one which is both partner leading and value adding centric
• Work collaboratively with Channel Business, Channel Sales, System Engineering, Technical Support, Program Operations, Technical Partner, and other functions
• Work collaboratively with partners as their trusted advisor, consultant, and enabler 
• Conduct regular audit and/or business review with partners with the object to grow partners’ services revenue/customer base
• Engage with internal stakeholders regularly to report on achievement, progress, status quo, challenges, support needed, of your partner management work
• Evangelize the value, benefit and importance of partner led technical support services and communicate the value of partner-delivered services internally and externally
• Track demand for on-going training and certification for services specializations and the Next Wave Partner Program - Work with stakeholders to ensure completion of registration or receive reporting to distribute to internal and external stakeholders
• Create joint GTM strategy and roadmaps for services / support quality and capabilities for theater’s partners segments
•  Identify and assess potential services specialized partners within the region via a repeatable process, to see if there’s a strong business need for inviting the partners into the program
• Knowledge of legal and contractual matters related to partnerships (MSA, SOW…)
• Ability to analyze data and key performance indicators to make informed decisions
• Travel as needed for critical face to face partner meetings, when necessary

Qualifications

Your Experience

• Good balance of experience in both commercial and technical services, from the IT and/or Technology industries
• Good background in the channel business model - channel management, channel sales, channel development, channel program, channel services delivery, channel operation, channel marketing
• Familiarity with working for foreign companies and hence foreign cultures with a competent  level of the English language skill
• Ability to quickly master applications like Asana, Tableau, SFDC, Google G-Suite, to run reports and perform analysis
• Servant leader and player coach - a natural people person with strong/deep relational and influential skills
• Strong communication skills both verbal and written
• Capable of working independently, requiring little supervision operating in a fast paced environment - own his/her problem - always doing the right thing with complete integrity
• Strong sense of mission and urgency - always on top of the work - the ultimate problem solver
• Ability to navigate a large matrix organization and still get work done
• Business acumen with ability to spot trends and forecast outcomes - should have a passion for technology
• Any past experience in managing a technical support center/team/system would be well regarded though not required
• Confident in working with other functions (may be even out of scope) of the company, in developing resolution to a problem through learning how/why others work and then connecting the dots
• Strong program management skills with ability to understand and use partner performance data to drive partner behavioral/operational changes for increased quantitative and qualitative services delivery standards
• Good analytical skills and logical thinking allow for effective work still to be done despite ambiguity

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Job Description

Your Career

We are looking for a Senior Sales Operations Manager to support the Canada Sales leadership team in all aspects of the business. You will partner with Channel, Marketing, Finance, and HR while being an integral part of the North American Sales Operations organization. This role is a great fit for a self-starter who enjoys driving business impact and operational efficiency, can serve as an internal consultant (e.g., problem solver) and owner and will have the opportunity for significant exposure and visibility across the business.

The candidate in this role will provide leadership and advisory support in driving Sales Productivity, GTM Strategy, Sales Planning, Sales Forecasting, Segmentation, and Sales Analytics.

Your Impact

• Act as key business partner to US Senior VP and Regional Management Team interfacing cross-functionally in the organization
• Drive forecasting, deal structuring and participate in a month-end and quarter-end close process
  • Set up cadences and inspection of quarterly targets and forecasts for the overall Canada Sales teams
  • Optimize forecast accuracy by driving discipline with pipeline hygiene and forecast management
  • Facilitate tracking of outstanding purchase orders, ensuring order compliance, bookings reports, etc
  • Manage compliance of the non-standard transactions process; track quarterly metrics on average discounts, non-standard exceptions and recommend action items to improve these metrics
• Drive Sales Operations Planning/Territory Planning, Quarterly Business Review meetings with Sales Management Team
  • Run data analytics and partner with the strategy to assess the total addressable commercial market, product propensity to buy and optimize territory coverage
  • Work closely with functional and sales management on GTM segmentation and coverage strategy implementation
  • Provide analysis and reporting of compensation plan effectiveness and efficiency, including performance reporting at the individual, manager, and regional levels - Compile, assess and report on performance and earnings distributions
  • Leverage best practices across Top-tier account planning and Commercial Territory planning and adapt for the Canadian sales market
  • Develop a repeatable motion for account planning, lead generation and pipeline development, whereby sellers prioritize their top whitespace accounts, with sellers handing off other accounts to partners
• Manage all aspects of Operations, Tools, Dashboards and Reporting for the Commercial sector
  • Support process enhancements, modifications and best practices development
  • Assist in driving field readiness for new sales hires and ongoing sales processes training
  • Track and manage pipe generation across the direct field, partner and support functions 
  • Set up and manage sales play programs to drive pipe generation and optimize deals across whitespace accounts, underpenetrated accounts and renewing customers
  • Review and identify areas for improvement leading to operational efficiency, process optimization and field acceleration (sales enablement tools, process, and programs)
  • Coordinate activities and priorities of enablement functions to improve alignment to sales strategy

Qualifications

Your Experience 

• Strong organizational skills, self-starter, and can quickly identify and resolve inefficiencies across the business
• Deep experience working with Salesforce CRM, data analytics and annual planning tools
• A mission-driven, team player approach and a desire to make an impact and difference
• Must have hands-on experience in business analysis, data analytics, and statistical modeling
• Prior experience as business partner to sales and partner leadership (VP/GM level)
• Exceptional communication skills and proven ability to create and manage initiatives across numerous cross-functional stakeholders
• Ability to plan and manage at both strategic and operational levels
• Well experienced in a Sales Operations/Finance environment
• Strong understanding of sales processes and methodologies

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Job Description

Your Career

As a Palo Alto Networks Solutions Architect (SA), you will aim to build influential relationships with key technical decision makers at customers. With those trusted relationships, you are better positioned to uncover new opportunities that help solve customer problems and fuel their business drivers.

We aim to make the role of the SA the highlight of your technical sales career. You will be surrounded by the preeminent cybersecurity experts in the industry who will support your success personally, professionally, and with your customer engagements. Rallying all the Palo Alto Networks resources for the benefit of customer success, you will become the influential cloud native security thought leader.

All this happens by having a culture of psychological safety where we give and accept feedback freely for the goal of continually growing and improving, so we show up as the best versions of ourselves every day. 

Your Impact

• Establish yourself as a trusted advisor to prospects and customers working with your Account Manager and the local partners within your territory
• Educate customers about industry trends and emerging changes to the security landscape that every customer needs to be aware of
• Showcase security best practices and desired outcomes by building technical proof of concepts, and educating customers on the value proposition of Prisma Cloud
• Be the technical voice of Sales for all things related to security and compliance in Public Cloud (Alicloud, AWS, Azure, and Google Cloud Platform)
• Develop relationships with technical teams in channel partners who will be integral in providing successful deployments and cloud security
• Act as a conduit for customer feedback to Product Management, Technical Marketing, competitor intelligence, and R&D to create requirements and deliver product features for our customers
• Frequency of travel is about twice a month, on average - This includes occasional travel for internal events (sales kickoff, technical summit), as well as for cloud security and DevSecOps industry conferences

Qualifications

Your Experience

• Degree in CS or equivalent experience or equivalent military experience required
• 3+ years technical sales or equivalent experience highly preferred
• Hands-on experience using IaC software tools (CloudFormation, Terraform, Azure Resource Manager, GCP Cloud Deployment Manager etc) and CI/CD tools (IDEs, GitLab, GitHuB, Jenkins, CircleCI, etc.)
• Experience with AWS, Microsoft Azure or Google Cloud Platform configuration and administration of security features and services (including identity and access management, networking, firewalls, encryption)
• Background in security domain, cloud security highly preferred
• Understanding of container and container orchestration technologies such as Docker, Kubernetes, and OpenShift

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Job Description

Your Career

The Consultant on the Offensive Security team is focused on assessing and challenging the security posture across a comprehensive portfolio of clients. The individual will utilize a variety of tools developed and act as a key team member in client engagements. They will be the client’s advocate for cybersecurity best practices and will provide strong recommendations in this domain. 

Your Impact

• Assist in development of internal infrastructure design for research, development, and testing focused on offensive security
• Conducts periodic scans of networks to find and detect vulnerabilities
• Performs client penetration testing to find any vulnerabilities or weaknesses that might be exploited by a malicious party, using open-source, custom, and commercial testing tools
• Ability to assist in scoping engagements by clearly articulating various penetration approaches and methodologies to audiences ranging from highly technical to executive personnel
• Report generation that clearly communicates testing and assessment details, results, and remediation recommendations to clients
• Develop scripts, tools, and methodologies to automate and streamline internal processes and engagements
• Conducts IT application testing, cybersecurity tool and systems analysis, system and network administration, and systems engineering support for the sustainment of information technology systems. (mobile application testing, penetration testing, application, security, and hardware testing)
• Conduct threat hunting and/or compromise assessment engagements to identify active or dormant indicators of compromise (IoCs) using Crypsis and Palo Alto Networks’ threat hunting tools (and/or client owned hunting instrumentation where applicable)
• Assist Crypsis Leadership in the development of security standards and best practices for the organization and recommend security enhancements as needed
• Able to conduct cyber risk assessments using frameworks or standards like NIST CSF, ISO 27001/2, PCI, CIS Top 20, CMMC, or other industry measurement tools
• Conduct cloud penetration testing engagements to assess specific workloads (i.e., AWS, GCP, Azure, containers, or other PaaS and SaaS instances) for vulnerabilities and subsequently attempt to exploit identified weakness after receiving permission from client stakeholders
• Provide recommendations to clients on specific security measures to monitor and protect sensitive data and systems from infiltration and cyber-attacks including response and recovery of a data security breach
• Ability to perform travel requirements as needed to meet business demands (on average 30%)

Qualifications

Your Experience

• 2+ years of professional experience with risk assessment tools, technologies, and methods focused on Information Assurance, Information Systems/Network Security, Infrastructure Design, and Vulnerabilities Assessments
• Demonstrate a deep understanding of how malicious software works (i.e.-malware, trojans, rootkits, etc.)
• Ability to modify known and/or craft custom exploits manually without dependence on consumer tools such as Metasploit
• Strong knowledge of tools and techniques used to conduct network, wireless, and web application penetration testing
• Familiarity with web application penetration testing and code auditing to find security gaps and vulnerabilities
• Knowledge and experience in conducting cyber risk assessments using industry standards
• Experience with penetration testing, administering, and troubleshooting major flavors of Linux, Windows, and major cloud IaaS, PaaS, and SaaS providers (i.e., AWS, GCP, and Azure)
• Experience with scripting and editing existing code and programming using one or more of the following - Perl, Python, ruby, bash, C/C++, C#, or Java
• Experience with security assessment tools, including Nessus, OpenVAS, MobSF. Metasploit, Burp Suite Pro, Cobalt Strike, Bloodhound, and Empire
• Knowledge of application, database, and web server design and implementation
• Knowledge of network vulnerability assessments, web and cloud application security testing, network penetration testing, red teaming, security operations, or 'hunt'
• Knowledge of open security testing standards and projects, including OWASP & MITRE ATT&CK
• Ability to read and use the results of mobile code, malicious code, and anti-virus software
• Knowledge of computer forensic tools, technologies, and methods
• Identified ability to grow into a valuable contributor to the practice and, specifically -
  • have an external presence via public speaking, conferences, and/or publications
  • have credibility, executive presence, and gravitas
  • be able to have a meaningful and rapid delivery contribution
  • have the potential and capacity to understand all aspects of the business and an excellent understanding of PANW products

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Job Description

Your Career

In this role, you will be responsible for providing daily support to Distributors and Distribution Business Managers (DBMs), ensuring smooth order processing, and managing critical issues. You will collate QBR data, facilitate distribution enablement, and bridge communication gaps between Palo Alto Networks and Distributor operations. Additionally, you will oversee special
projects, manage the Distributor playbook, and handle automation integration. This role also involves managing the onboarding and offboarding process for Distributors, administering Performance Improvement plans, and providing training and enablement. You will be responsible for annual compliance reviews and feedback on Partner data, as well as directly managing selected small Distributors and countries directly.

Your Impact

• Provide daily support to Distributors and DBMs, ensuring efficient order processing and resolving critical issues promptly. 
• Collate QBR data for the allocated region/DBM, providing valuable insights for
  business growth.
• Facilitate distribution enablement by providing contextual data to help build
  opportunity pipelines.
• Bridge communication gaps between Palo Alto Networks and Distributor operations, ensuring smooth collaboration.
• Manage special projects related to distribution, ensuring successful implementation and completion.
• Oversee the Distributor playbook, ensuring it is up-to-date and aligned with business objectives.
• Manage automation integration projects, ensuring seamless integration with
  Distributor systems.
• Handle the onboarding and offboarding process for Distributors, ensuring compliance with company policies and procedures.
• Administer Performance Improvement plans in alignment with DBMs, ensuring
  continuous improvement.
• Interpret programme changes and document potential impacts and risks for effective decision-making.
• Assist the DBMs in providing training and enablement to Distributors, ensuring they have the necessary knowledge and tools to succeed.
• Review EMEA and LATAM annual compliance data and provide feedback on Partner data, ensuring adherence to requirements.
• Directly manage selected small Distributors and countries, fostering strong
  relationships and driving business growth.

Qualifications

Your Experience

• Bachelor's degree in Business Administration, IT, or a related field.

• Proven experience in Distribution.

• Strong knowledge of order processing and distribution operations.

• Excellent problem-solving skills, with the ability to handle and escalate critical issues effectively.

• Proficient in collating and analyzing data, with a keen eye for detail.

• Strong communication and interpersonal skills, with the ability to bridge
  communication gaps.

• Project management experience, with the ability to manage multiple projects
  simultaneously.

• Familiarity with automation integration and distribution enablement.

• Ability to interpret programme changes and assess potential impacts and risks.

• Experience in training and enablement, with a focus on driving performance
  improvement.

• Strong organisational and time management skills, with the ability to prioritise tasks effectively.

• Fluency in English, additional languages are a plus.

• Willingness to travel as required.

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Job Description

Your Career 

The Sr. Business Development Manager, Network Security (NetSec) will drive our NetSec revenue and pipeline with and through our strategic alliance partnerships, VAR ecosystem enablement and direct sales teams in the Americas. Working in conjunction with sales, product management, channel sales and marketing, you will develop and execute plans that drive growth of our products and increase brand recognition in the market.  Depending on the initiative, plans may include direct/indirect sales initiatives, sales training and marketing initiatives. 

 Your Impact 

• Develop Go-To-Market (GTM) approaches to accelerate revenue in strategic accounts and partners globally
• Interlock with the field sales team to develop strong working relationships with sales leaders and account teams to support sales strategies for NetSec
• Build and maintain strong cross-functional relationships with sales leaders, product management and marketing functions while serving as a liaison and feedback mechanism from the field back into product management, marketing & other key NetSec internal business partners
• Work with sales to align our sales resources and assist in closing opportunities
• Collaborate with all marketing functions to appropriately scope and organize product/partnership launches and lead generation activities, ensuring alignment with overall product positioning and messaging
• Target and recruit new partnerships and alliances in new market segments
• Enable training of alliance partners, sales teams and reseller partners to identify and close opportunities
• Drive strategic, customer-facing engagements that require creative and complex solutions
• Identify common uses cases, develop and share selling strategies directed at specific market segments (examples: 5G, IOT, Zero Trust)
• Ensure sales alignment in developing and delivering content for executive briefings, roadshows and events

Qualifications

 Your Experience 

• 5+ years of professional sales experience with software & hardware solutions coupled with a strong emphasis on security, and/or 5+ years of experience in a business development or strategy role supporting a sales team focused on the security portfolio 
• Demonstrated ability to work cross-functionally with multiple organizations and field sellers (Global experience)
• Strong executive relationship building, listening, influencing, communication and facilitation skills - leadership experience highly preferred
• Experience in risk management for large transitions
• Experience working in (or closely with) channel partners
• Experience in a business that transitioned from hardware (perpetual) to software (subscription) is preferred

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Job Description

Your Career

Our Commercial Sales Team is an important driver of company revenue and growth. As an experienced and dynamic sales professional, you will be responsible for leading and driving sales engagements into assigned commercial accounts. In this role, you are motivated by the desire to solve critical challenges facing our customer’s secure environment, so you’re prepared to connect them with a solution for every stage of threat prevention.

You will be responsible for meeting and exceeding your quota by crafting and implementing strategic and tactical sales plans targeting deployments of the Palo Alto Networks Next-Generation Security Platform. This is a unique opportunity for a closer with a self-starter mentality to win business and market share by actively displacing competing technologies and further improving the security posture of existing customers. Oh, and did you say you love to sell? Because selling is what gets you out of bed every morning. This is not just a career – it’s a meaningful challenge that impacts our lives in the digital age.

Your Impact

• Prospect and sell into assigned commercial accounts, create and execute a robust sales strategy to penetrate into new accounts and expand into existing accounts
• Be the primary sales driver, managing a sales pipeline to deliver to quarterly/annual quota
• Strong discipline around managing sales stages and SFDC hygiene
• Deliver accurate weekly and quarterly forecast
• Stay updated on industry news and trends, and how they affect Palo Alto Networks products and services
• Communicate value propositions to clients and partners that speak intimately to their needs and requirements
• Generate velocity to deliver a predictable book of business and drive forecast accuracy utilizing channel ecosystem
• Develop and deploy marketing activities and plans to end users through our channel sales partners
• Engage a programmatic approach to demand, to generate, develop, and expand your territory
• Work collaboratively with all cross-functional resources to achieve your quota - inside sales, channel systems engineering, field marketing, cybersecurity sales specialists, the services team, sales ops (including deal desk and the response team), and others

Qualifications

Your Experience

• Proven track record of success in achieving sales quotas
• Experience working with channel partners and understanding of a channel-centric go-to-market strategy
• Have and able to lead all aspects of the sales cycle with the ability to uncover, qualify, develop, and close new, white-space territories and accounts
• Technical aptitude for understanding how technology products and solutions solve business problems
• Excellent time management skills, and work with high levels of autonomy and self-direction
• Proficiency in French and/or Dutch language skills

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Job Description

Your Career

We are seeking a driven problem solver to join our Unit 42 MDR team. Our team is responsible for customers internal security monitoring, threat hunting and incident response. As a MDR Analyst, we will rely on you to detect and respond to cyber incidents facing customers’ internal business.

The ideal candidate is a quick learner and good communicator who will be able to follow established processes for analyzing threat alerts that fire from our Cortex XDR. The candidate should be a creative thinker who takes pride in solving tough problems.

Your Impact

• Join a new emerging team who is going to be part of Palo Alto’s Unit 42, Working closely with global customers providing the best security in the market
• Own an incident lifecycle from outbreak to full remediation
• Provide critical feedback to the different product, research and engineering and threat hunting teams to help improve the products for the entire Palo Alto Networks’ customer base
• Work closely with Security Research, Threat Intelligence and Threat Hunting teams to remediate and detect new emerging threats

This position is a Shift Position (Saturday / Sunday shifts are expected to be part of the role). Shift time consists of US time, EMEA time and APAC time.

Qualifications

Your Experience

• 1+ years of experience in a multi tiered SOC/IR is a must 
• Experienced with Technologies such as EDR, SIEM, SOAR, FW
• A well established familiarity with attack trends and vectors
• Excellent written and oral communication skills in English
• Some degree of Malware Analysis - An advantage
• CEH / CompTIA CYSA+ certifications - An advantage
• Hands-on experience with Cortex XSOAR or Cortex XDR - An advantage

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Job Description

Your Career

We are looking for a motivated, intelligent, hardworking and creative candidate to join the Palo Alto Networks Technology Partnerships Team (TPT) to focus on the STRATA product family.

The ideal candidate will be a tech leader (80% technical/20% business). They are technology strategists.  They are technically astute, possessing an architectural mindset. They stay current and informed on technology trends, they thrive by driving the art of the possible discussions, and focus on the value-add of technical integrations.  They can ideate differentiated solutions ahead of the market.

Your Impact

• Technology Value Proposition and Feasibility Analysis
  • Identify and prioritize key partners that solve key product challenges as defined by product management
  • Evaluate the feasibility of integration based on partner API information, technical architecture and our product roadmap
  • Analyze and develop technical value propositions with key partners that help solve customer needs and are aligned with the product strategy and partnership thesis
  • Pressure test value propositions with field/partner SE teams and key lighthouse customers
• Joint Solution Creation
  • Collaborate and advise product management (PM), product marketing management (PMM) and technical marketing (TME) in creating the technical joint value proposition for customers 
  • Create technology blueprint/architecture with partner(s) that demonstrates the value proposition
  • Advise PM/PMM/TIME team on the key joint solution features that will drive adoption of the integration
  • Lead collaborations with the partner’s team to drive and build unique solution offerings, leveraging the technical strengths & capabilities of STRATA
  • Lead and support efforts defining solution architectures, design & implementation guides, and technical enablement plans that demonstrate STRATA and the partner’s joint value proposition
  • Interpreting partner requirements and translating them for internal constituents - align with Product Management to drive enhancements to STRATA products to support partner use cases
  • Support PM/PMM/TIME team as they create the correct demo and other technical collateral, integration guides, joint solution briefs, blog content, webinar content, etc. 
• Partner and Sales enablement
  • Ensure partners have access to trial licenses and work with PM/TIME teams to provide the  same
  • Work with PMM and TIME teams in creating material that will help partner field teams and RTM (CSP/GSI/Channel) understand the technical value proposition and the implementation steps
  • Drive the GTM strategy of the offerings, at the partner and the customer
  • Work closely with TPT Business Development, as well as peers at the partner (including but not limited to - Technical, PMO, Product and Solutions marketing, Service Creation, Enablement) to craft & execute the business plan for offer/s developed
  • Build POVs to showcase solutions - Participate on webinars and presentations
  • Build a regular cadence of relationship-building, responsible for “partner peering” exercises to enable stronger partnerships
  • You will educate the partner’s teams on the STRATA platform value proposition to drive growth of our outcome-based solutions
  • Work in highly collaborative environments to team with Account Managers, Sales Engineers, Marketing, and Channel Partners in the region to drive revenue and growth
  • Help to exceed customer expectations by identifying impactful use cases that enable people to transform their businesses with STRATA products
  • Motivate and build extended teams around you to unlock the power of STRATA within our customer base and partner organization

Qualifications

Your Experience

• Ability to understand the different tech partnerships and their value proposition in the STRATA product technology stack
• Network and Security background preferably have experience with NGFW (SW/HW,MGT) and CDSS along with an understanding of AI, OT, IoT, Mobility (4G/5G), HW HSM’s, CDSS subscriptions and Quantum architectures and deployments
• Conduct technology workshops with customer CTO/CIO teams and handle in depth technology questions on the joint value proposition
• Clearly communicating architectures and technical concepts to non-technical teams
• Solid understanding of APIs, logs, JSON and other interface formats
• Can get hands on with coding and scripting if required
• Your Softer Experience
  • High energy and the ability to work in a fast-paced environment
  • Organized, responsive with great follow-thru with our partners
  • Self starter and can work independently - we are a distributed global team so you need to work independently, know when you need help and speak up
  • Strong collaboration and communication skills - you will represent Palo Alto Networks with dozens of vendors in the cybersecurity space
  • Managing and leading transverse/cross organization programs
  • Experience at a cybersecurity vendor, consultancy, reseller, GSI, etc. 
  • Quick learner, interested in technology
  • Fluent English (both written and spoken)
• Extra-Points Skills
  • Experience in working with Technology Partners like Nutanix, Siemens, Nokia 
  • Experience with AI LLM’s and reference architectures 
  • Knowledge of NOC and SOC processes and operating models
  • Pragmatic understanding of what ML/AI can do and the applicability to use cases
  • Ability to defend a technology investment/architecture and convince partners, customers, PM and PMM on the technical value proposition

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Job Description

Your Career

You will join an exciting and high growth business unit with Palo Alto Networks positioning the industry’s most comprehensive cloud native security platform, with the industry’s broadest security and compliance coverage for applications, data, and the entire cloud native technology stack throughout the development lifecycle and across hybrid and multi-cloud environments.

In this role, you will be responsible for managing a territory focusing on SMB  Accounts for a Midwest territory. Working closely with Palo Alto business partners and driving sales for our Prisma Cloud security solutions, into new and existing customers. It is expected that you deliver or exceed your sales targets in both new business and renewals for ACV and TCV bookings. The role expects you to define your territory, strategies and then lead local execution and in alignment to company strategies and tactics with its Cloud Provider partnerships including, but not limited to, Amazon Web Services (AWS), Microsoft Azure, and Google Cloud Platform (GCP), Accenture and IBM.

Your Impact

• Win new logos, renew existing customer and expand business within your territory
• Achieve ACV sales quotas on a monthly and quarterly basis
• Present regular/accurate forecasting for review
• Track and report on all opportunities, pipeline, and bookings to provide forecast reports to region management
• Engage with the local Cloud Provider (AWS, Azure, and Google) sales programs and joint activities
• Develop, share and implement standard methodologies and account strategies to increase our sales penetration of Cloud Security into our top accounts
• Engage with customers to identify and progress opportunities whilst delivering subject matter expertise on Cloud & Cloud Native Security solutions
• Qualify and progress leads and opportunities through the sales cycle to closure
• Establish and maintain effective relationships with channel partners
• Keep up-to-date knowledge of Cybersecurity, Cloud Computing, DevOps & Cloud Native technologies as well as the competitive position of the company
• Conduct consistent training and communications for the sales and channel teams as well as joint engagement within the wider organization
• Contribute to the larger Palo Alto Network’s Cloud & Cloud Native strategy by providing regional specific intelligence and reporting
• Apply subject matter expertise in training, QBRs, enablement, and other engagement activities
• Gather “Voice of Customer” and competitive intelligence and share with theater and global Cloud organization
• Help build and project Palo Alto Networks position as the number one enterprise cloud security company

Qualifications

Your Experience

• 3+ years' field sales experience exceeding sales quota 
• Sales excellence - ability to demonstrate planning, strategy, qualification and execution
• Deep understanding of Cybersecurity space required 
• Understanding of Public Cloud Security space preferred
• Prior experience selling SAAS or Cloud solutions
• Excellent communication skills including strong verbal and written skills and proven presentation skills being able to articulate complex topics
• Experience with target account selling, solution selling, and consultative sales techniques

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Job Description

Your Career

You will center your role on partners relationship management to achieve measurable results in increased revenue, market share, and depth within each partner sales team. Your success in this role will span the creation and execution of unique business plans with each potential. You’ll be measured primarily on the joint business executed with each focus partner defined for your region. You’ll be working within all levels of key Cortex partner organizations and possess a commitment that focuses on developing partnerships based on the long term, “outcome where everybody wins” strategy.

Your Impact

• Develop and execute business plans driving all aspects of the partner relationship to maximize growth opportunities and ensuring the partner is well-positioned to deliver successful customer implementations and recommendations
• Work well in a team environment to ensure partner and customer satisfaction
• Design a compelling value proposition that inspires partners to promote our solutions   
• Support partners in developing Managed Services based on our emerging and established technologies increasing revenue growth 
• Provide clear and consistent communication across the region with your dedicated partners to build strong partnerships throughout your assignment 
• Lead regular business performance and relationship reviews with senior management and various stakeholders
• Build and maintain the activity of performance reports and activity dashboards

Qualifications

Your Experience

• Experience in Channel/GSI/MSSP Business Management, Channel Management, or Business Development roles within the enterprise software ecosystem and/or network security industry
• Understanding of channel operating models
• Knowledge of sales, marketing, and solution development
• Demonstrate strong initiative and ability to think creatively with excellent presentation, written, and overall communication skills
• Consistent track record of leading complex sales situations through negotiation and conflict resolution Additional Information
• Prior experience building relationships with MSSP's, SI/GSI or Service Providers with proven ability to work with key executives
• A hunter mentality, ideally with a combination of channel and end user sales experience 
• Solid experience in driving sales consultative selling or business development
• Proven ability to recognize, analyze, and take action on go to market approaches, marketing programs, joint value propositions, and business cases around strategic partnerships
• Cross-functional influence, relationship building, and project management skills toward a broad constituency ranging from customers, channel partners, sales, marketing, and technical management
• Strong business acumen and negotiation abilities
• Great team player with strong drive - Willing to take a leadership role in driving initiatives, working across organizations, and structuring approaches to new opportunities
• Familiarity with a broad range of application and infrastructure software is desirable
• Regular travel will be required post lockdown, including some international trips

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Job Description

Your Career

The  Named Account Manager partners with our customers to secure their entire digital experience. You’re motivated by the desire to solve critical challenges facing our customer’s secure environment, so you’re prepared to connect them with a solution for every stage of threat prevention.  This role is a significant driver of company revenue and growth. As an experienced and dynamic sales professional, you’re responsible for leading and driving sales engagements. 

We know the SASE opportunity is massive. Our solutions are best-in-breed and customers need a trusted cybersecurity partner who can create a truly zero trust based security architecture. Our customers are looking to us to create critical transformations and our portfolio of solutions will help us do that.
 

Your Impact

• You will drive and orchestrate complex sales cycles and work with our internal partners and teams to best serve the customer
• Your consultative selling experience will identify business challenges and create solutions for prospects and our customers
• Understand the competitive landscape and customer needs so you can effectively position the portfolio of Palo Alto Networks solutions
• Create clear goals and complete accurate forecasting through developing a detailed territory plan
• Leverage prospect stories to create a compelling value proposition with insights into value for that specific account
• Stay updated on industry news and trends, and how they affect Palo Alto Networks products and services
• Travel as necessary within your territory, and to company-wide meetings

Qualifications

Your Experience

• Experience and knowledge of SaaS-based architectures, ideally in a networking and/or security industry - SASE technology is preferred
• Demonstrated experience selling complex solutions, value selling, and/or consultative sales techniques
• Technical aptitude for understanding how technology products and solutions solve business problems
• Identifies problems, reviews data, determines the root causes, and provides scalable solutions
• Cultivate relationships with our channel partners to bring channel-centric go-to-market approach for our customers
• Demonstrates in depth knowledge of the full sales cycle and the ability to follow a structured sales process
• Ability to take a holistic approach to problem solving by understanding the bigger picture, and considering complex interrelationships and outcomes
• Excellent time management skills, and work with high levels of autonomy and self-direction

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Job Description

Your Career

You will manage NAM GTM Service Provider activities for US Public Sector and SLED (State, Local and Education) for Verizon, Lumen, BT and other Service Providers.The SP Manager has the primary responsibility of working with a strategic set of service provider partners, who want to go-to-market with PANW powered managed security services, resell and service their existing and new customers for their cybersecurity needs. The SP Manager will work closely with the Services Creation, Sales Engineering and Marketing teams and the partner leadership teams to develop GTM business plans to promote joint sales plays and drive net-new business and incremental market share.The role will focus on delivering measurable results, including increased bookings and increased net-new customer acquisition through sales and marketing efforts. Collaborate with cross-functional internal and partner teams to drive GTM sales, marketing and enablement motion. Prepare and deliver partner plans and support partner business reviews.

Your Impact

• Develop in collaboration  with Service Creation, Marketing and Sales Engineering teams, SP business territory plan forced on the US Public Sector and SLED markets, with real action plans and a regular cadence of business performance and relationship reviews and KPI targets around SP GTM offers, participation, pipeline generation and bookings.

• Build a regular cadence of relationship-building, responsible for “partner peering” exercises to enable stronger partnerships

• Work at a deal level to facilitate the joint pipeline, provide continuous tactical support on order processing and order management, and ensure purchase orders are submitted in a timely manner according to Sales forecasts in Salesforce

• Build relationships with the relevant SP leaders & Palo Alto Networks Regional Leaders, to help support the business (training, enablement, marketing, sales, support, etc.)

• Accept inbound and perform outbound calls and drive industry planning, client event sessions with SP teams, to identify new sales opportunities, enable pipeline growth, and drive connectivity and relationship building

• Manage MDF funds for Service Provider partners for enablement and demand generation activities that drive Palo Alto Networks initiatives, such as new logos and pipeline generation

• Maximize Focus Service Provider Partner impact - Make Palo Alto Networks the CyberSecurity GTM partner of choice. Position PANW market leadership to jointly develop unique SP solutions and offerings that will drive SP differentiation and joint market awareness

• Work jointly with Sales, SE, Marketing, and Channel teams to implement business plans - Ensure the right cross-functional and decision-making stakeholders at SPs are involved in the Business Plan process and sign-off on its approval

• Develop and lead Quarterly Business Reviews (QBR) with cross-functional stakeholders from both organizations to measure progress against mutual business objectives

• Share and communicate SP development needs to internal teams - translate needs into solutions and outcomes

• Actively work with the SP teams to proactively generate leads and to have Palo Alto Networks introduced to SP clients and prospects

• Balance short-term initiatives with longer-term development objectives

• Work with sales team on tactical deal-level pricing strategies and leveraging additional investment and enablement capacity

• Measures of success for this position - creation of comprehensive GTM partner plan for each SP, successful onboarding of new SPs, demand generation activity execution with SPs for net new logos, partner enablement, pipeline creation, and bookings goal attainment

Qualifications

Your Experience 

• Education to degree level in business or similar discipline or equivalent military experience required

• Minimum 5 years of sales experience in a hi-tech environment focusing on services - Cybersecurity experience preferred but not required

• Minimum of 3 years experience working with Public Sector or SLED entities. Good understanding of Federal and State level contracts, federal agencies and compliance requirements.

• Minimum 3 years in indirect sales with proven experience in partner management with Service Providers and or tier-one Value Added Partners including a track record of service creation focused on US Public Sector and SLED.

• Proven sales campaign management abilities, ideally with multiple Routes-To-Market (e.g., MSSP, Resale, Influence)

• Experience of using and implementing structured sales techniques spanning the entire sales cycle i.e. identification and qualification of opportunities, business development, order fulfillment, and ongoing account management

• Strong understanding of Service Provider GTM business plan development and execution

• Understanding of Gross Margin and Margin Blend and be able to conduct CxO conversations

• Demonstrable track record of campaign delivery - The ability to use a wide range of skills (listening, questioning, qualifying, gaining commitment, negotiating, summarizing, closing, etc.) in order to achieve targets

• Results-oriented with a proven ability to deliver against stretch targets

• Maturity to display natural leadership as well as team player skills

• Articulate verbally and in writing

• Excellent presentation skills with the ability to influence at senior levels within a Partner organization

• Commercially astute, with the ability to promote and sell the company offer on a conceptual basis and through highlighting business benefit as well as product features

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Job Description

Your Career

Account Customer Success Managers serve with an account-centric focus managing the customer lifecycle serving as the Voice of the Customer. In this role, you will operate as the point of contact for the post-sales journey driving adoption and consumption across the breadth of Palo Alto Networks’ products. Account Customer Success Managers operate across Cyber, Cloud, and Network Ops technologies paired with subject matter experts. We work with customers to deliver value and maximize the security & value of their investments in Palo Alto Networks products. In this role, you will work closely with CISOs, CTOs, and Security, Cloud, Network and other technical teams throughout the world’s largest and most well-known organizations.

Your Impact 

• Account Management 
  • Key account ownership and relationship management for Palo Alto Networks’ largest customers 
  • Operate as primary point of contact for multiple product lines supporting the customer journey 
  • Operating cross-functionally with clients, end user through C-suite, and internal partners across product lines - Cloud, DevSecOps, Network, and AI security
• Customer Impact
  • Own customer planning, deployment, adoption, account-level reviews, and escalations 
  • Builds and manages the customized product delivery to the customer’s tech environment 
  • Understands Customer Security Priorities and is able to translate it to Success Plans
• Partnership
  • Partner with Sales team to develop success plans, assess customer health, identify expansion opportunities, and ensure renewals 
  • Partner with Post-Sales teams as Professional Services , Customer Success & Support
  • Engage and coordinate customer delivery across Palo Alto Networks team members including engineering and professional services

Qualifications

Your Experience

• 8+ years of professional experience in a customer-facing role, managing high-touch, high visibility post-sales engagements 
• Specialization in software product and service delivery to strategic customers with an expertise in 1+ of the following areas 
  • Cloud Security 
  • DevSecOps 
  • Network Security 
  • Security Operations 
• Proven results working as a trusted advisor to drive business value for customers, including the ability to interact with C-suite through client teams at various levels of technical and non-technical depth 
• Expertise in customer guidance throughout their Journey focusing on Value Realization in addition managing customer escalations, balancing customer expectations, and negotiating successful resolutions 
• Thrive in a matrixed, team environment, anchored by our values of Collaboration, Disruption, Execution, Inclusion, and Integrity 
• Bonus - Client-focused program management 
• Bonus - Skilled in customer success software (i.e. Gainsight, Salesforce, Smartsheet, Clarizen, Jira) 
• Travel - Open to occasional travel according to the need for strategic customer engagement and on-sites - Potential for 10-15%
• Preference to have German Speakers alongside English

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Job Description

Your Career

As a member of the Palo Alto Networks sales leadership team, you will build and drive the Prisma Cloud sales teams to exceed company objectives and grow the district according to plan.  You will manage the Prisma Cloud sales team on a day-to-day basis including- pipeline review, Demand Gen review, Channel Review, and overall performance management of the sales team. You will report to the Regional Vice President of Prisma Cloud Enterprise Sales.

Your Impact

• Hire and expand the  district to scale with the company growth and objectives - District includes So Califiornia Commercial accounts 
• Participate in quarterly review sessions with the key partners in the region
• Have a direct involvement and influence in top opportunities, focusing sales efforts on large key accounts with the sales team
• District travel is required

Qualifications

Your Experience

• 10+ years of above quota sales experience, and 2 years of Sales Management experience
• Practical knowledge of handling large quota/ deals
• Practical knowledge of cloud security products 
• Deep understanding of how to build a district in a fast-growing dynamic environment, leveraging the broader Palo Alto Networks community and creating a culture within the region that supports the objectives of the Company
• Proven experience selling and managing sales teams in the technology industry with a preference for a mixture of network infrastructure based security appliances, software and cloud
• Self-motivated
• Strong communication (written and verbal) and presentation skills, both internally and externally
• Enterprise sales experience with a strong network of in district decision makers
• Superb organizational skills
• "Whatever it takes" attitude and motivation to deliver above quota performance

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Job Description

Your Career

This role is client-facing and requires the Senior Consultant to produce deliverables based on proactive services client engagements.  The Senior Consultant will work directly with multiple customers and key stakeholders (Admins, C-Suite, etc) to drive the security priorities of the Cloud Platforms (Azure, AWS, GCP) and Cloud Related Applications/Services (CASB).

Your Impact

• The Senior Consultant will help drive Proactive Consulting Services with Cloud Customers - This individual will be the trusted advisor to grow partnerships and assist customers to get and stay healthy from a cyber security perspective
• Conduct security configuration audits of client cloud administration consoles against industry-standard frameworks and best practices
• Architectural overviews of client cloud environment networking edge protections
• Analyze the current level of monitoring and alerting within cloud-hosted infrastructure and environments and provide a gap analysis on log coverage
• Conduct reviews of cloud identity management methodologies including federation, delegation of rights, conditional access, and multi-factored authentication 
• Utilize command-line interfaces of cloud-hosted environments to conduct technical and control set validation
• Assess client implementations of multi-cloud and hybrid-cloud environments by understanding the technical implementations of both on-premises infrastructure and other cloud environment dependencies
• Advise and develop cloud security initiative roadmaps for clients to further secure their cloud environment and interactions with on-premises infrastructure

Qualifications

Your Experience

• 4+ years of experience performing cloud security advisement and risk assessments based upon industry-accepted standards
• Former professional services and consulting experience preferred
• Cloud Security-related certifications preferred
• Hands-on experience with a cloud hosting provider (AWS, Azure, GCP, etc).
• Experience with a Cloud Application Security Broker - MCAS, Netskope
• Possess a deep technical knowledge in CASBs, Cloud Platforms and the dependencies around such an environment (WAF, SSO, Cloud Threats, API Security, Cloud Security Posture Management)
• Former experience with cloud migrations (cloud to cloud, or on-prem to cloud)
• Demonstrates a track record in strengthening existing and developing new client relationships
• Knowledge of command-line interfaces or scripting tools in cloud environments is a plus
• Ability to perform light travel requirements as needed to meet business demands (on average 30%)
• Bachelor’s Degree in Information Security, Computer Science, Digital Forensics, Cyber Security OR equivalent years of professional experience OR equivalent military experience to meet job requirements and expectations

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