Job Description

Your Career

The Solutions Consultant Manager is the evolution of the traditional Sales Engineer Manager role, aligning how we lead teams to best serve our customers in understanding their environment, providing solution guidance and ensuring value realization in their investment with Palo Alto Networks.

As our Solutions Consultant Manager, you are the technical leader for your District Solutions Consulting 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 will keep them ahead of the latest cyberthreats and stay on the leading edge of prevention. 

As the technical leader for your assigned territory, you will guide and develop your team to define innovative technical solutions that secure customers' key business imperatives and maximize the value of their investment with Palo Alto Networks. You will champion our industry leadership in on-premises, cloud, and security operations services, establishing Palo Alto Networks as the preferred cybersecurity partner for your customers. You will also nurture talent within your team and provide valuable feedback to the product management team on new feature requests and product improvements based on insights gained from your customer interaction. Your team will play a key role in defining technical solutions that secure a customer's key business imperatives and ensuring value realization of their investment with Palo Alto Networks.

Your Impact

• Recruit and hire new Solutions Consultants into the territory, hiring the best talent in the industry
• Responsible for training, mentoring, and reviewing employees on your team, keeping them engaged and successful in their careers 
• Support field Solutions Consultant team in complex evaluations, problem-solving and challenging customer environments
• Leads and coaches team on successful technical validation efforts based on best practices to ensure technical win in assigned opportunities.
• Define, create and monitor individual development plans for your team
• Works closely with Professional Services, Customer Success and Specialist teams to ensure overall customer implementation and adoption of solutions.
• 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
• Drive Palo Alto Networks Platformization efforts within your accounts.
• Work closely with the Domain Specialist Manager to ensure optimal use of resources and align the required resources to the projects you are handling
• Act as an escalation point to collaborate with pre-sales and post-sales teams for any 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
• 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 
• 50-75% travel within the region
• [OT] - Work with your sales counterpart (DSM) to develop a technical strategy that accelerates growth - Identify key verticals, markets, use cases, and solutions to focus on, and devise a comprehensive strategy and engagement model tailored to your region or district

Qualifications

Your Experience

• Experience as a pre-sales System Engineer Manager or a similar role, which involved dealing with technical strategic engagements at large customers
• Industry knowledge of security product market trends and directional awareness of our roadmap and technology development efforts, knowledge of competitor offerings and products would be beneficial
• Partnering with Customer Support functions to ensure successful implementation and adoption of sold solutions
• Proven track record as a people manager for experienced professionals
• Strong communication (written and verbal) and presentation skills
• Quota driven attitude focused on client's best solution by being a trusted advisor 
• Business level German and proficiency in the English language

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Job Description

Your Career

The  Strategic 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. You’re responsible for leading and driving new engagements within our largest revenue producing clients. As an experienced and dynamic sales professional, you’re 

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

Your Impact

• You will own revenue expansion within Palo Alto Networks’ largest clients
• 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 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

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

As an Acceleration Channel Specialist for Palo Alto Networks' Prisma Cloud Speedboats, you will be instrumental in driving strategic alignment across a diverse channel ecosystem, including MSSPs, Managed Services, CSPs, GSIs, and Service Providers. Your focus will be on expanding opportunities by leveraging a deep understanding of how to identify growth areas and pull in the right resources to advance the sales pipeline. You will foster collaboration between PANW Account Executives (AEs), field teams, and partner representatives to ensure alignment in messaging and strategy. Additionally, you will simplify complex technical concepts and create targeted training programs that drive business outcomes and pipeline growth across multiple segments.

Your Impact

• Establish Training Programs for Partner Sellers
  • Develop and deliver training programs to equip partner sellers with the skills to effectively position Prisma Cloud
  • Simplify complex technical content into easy-to-understand material, ensuring partners can clearly articulate the value of Prisma Cloud's Visibility and Control, Risk Prevention, and Runtime Protection
  • Contribute to self-service training materials aligned with the channel ecosystem’s GTM plan
• Launch and Execute Campaigns
  • Collaborate with the marketing team to launch campaigns targeting customer meetings and pipeline generation
  • Execute partner-focused campaigns with measurable follow-up, driving Partner Deal Registration and expanding customer meetings
• Train Partners on Upsell Motions and Sales Plays
  • Develop training sessions focused on renewals, expansion, and upsell motions, ensuring partners understand how to drive cross-sell and upsell opportunities around cloud security
• Drive Synergy Between PANW AEs and Partner Reps
  • Foster collaboration between AEs and partner representatives, ensuring alignment in messaging and strategy
  • Align field Solution Architects (SAs) and Partner Development Consultants (PDCs) with AEs to provide cohesive training and support for partner teams
  • Coordinate technical resources to support partner-led demos and customer assessments
• Support Speedboat SAs
  • Ensure Speedboat SAs can run effective partner-led demos that align with customer needs and sales campaigns
  • Help partners refine their pitch to position Prisma Cloud as a Code to Cloud security platform
• Execute Strategic Initiatives and Special Projects
  • Lead initiatives that accelerate partner growth and success
  • Track and review measurable outcomes from partner-driven campaigns, ensuring alignment with KPIs
• Expand Partner Engagement Across All PANW Lines
• Collaborate on KPIs and Field Execution
  • Work with field teams to create and execute KPIs to measure partner success
  • Ensure all activities align with business outcomes, driving pipeline growth and customer success
• Identify opportunities to broaden partners’ focus across all PANW Speedboats (Prisma Cloud, Cortex, Strata)
  • Leverage specialized training to enhance their capabilities across the portfolio
  • Foster internal collaboration by pulling in resources like SAs and PDCs to support partner initiatives
  • Cultivate relationships that drive deal registrations and ensure partners deliver value across the entire PANW business

Qualifications

Your Experience

• Presentation Skills - Exceptional ability to present complex technical and business concepts in a clear, digestible manner for different partner audiences
• Simplification of Complex Materials - Proven ability to break down intricate concepts around cloud security  into understandable deliverables
• Business Outcome Focus - Demonstrated ability to drive urgency and deliver measurable business outcomes through training and strategic partner enablement
• Collaboration - Experience building strong relationships with internal teams (AEs, SAs, PDCs) and external partners to ensure seamless execution of initiatives
• Technical Acumen - Strong understanding of cloud security and Prisma Cloud, with the ability to translate technical features into business value
• Project Management - Skilled in managing multiple campaigns, training programs, and projects simultaneously
• Partner Enablement Experience - Proven ability to design and execute partner enablement programs, focusing on renewals, expansion, and sales acceleration

Preferred

• 5+ years Channel Experience - Proven track record working within the channel ecosystem, including MSSPs, CSPs, GSIs, and Service Providers, with a strong focus on building and managing partner relationships, driving channel sales, and delivering measurable business outcomes
• Strategic Channel Initiatives - Demonstrated experience in creating and implementing strategic channel initiatives to drive growth and align channel efforts with broader business goals - Ability to identify new opportunities, expand partner capabilities, and optimize channel performance
• Executive Presentation Skills - Strong executive-level communication and presentation skills - Ability to present complex strategies and technical concepts to senior leadership and key stakeholders, both internally and externally, in a clear and compelling manner
• Indirect Leadership - Proven ability to lead cross-functional teams and channel partners without direct authority - Skilled in influencing, coaching, and guiding teams toward common goals, ensuring alignment and collaboration across various teams and departments

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Job Description

Your Career

The Solutions Consultant is the evolution of the traditional Sales Engineering role, aligning how we best serve our customers in understanding their environment, providing solution guidance and ensuring value realization in their investment with Palo Alto Networks.  As a Solutions Consultant you provide technical leadership and expertise and guidance in your customer’s security transformation journey.  You will play a key role in defining technical solutions that secure a customer’s key business imperatives and ensuring value realization of their investment with Palo Alto Networks.  You evangelize our industry leadership in on-prem, cloud, and security operations services that establish PANW as your customer’s cybersecurity partner of choice.

Your Impact

Curiosity is core to the Solutions Consultant role, and you see complex problems as opportunities to learn and deliver innovative solutions! You define your impact by:

• Meeting and exceeding sales quotas by building and implementing strategic, technical account plans that target cross-platform solutions
• Your ability to position, demonstrate and create high level designs across the entire PANW portfolio based on customer business needs
• Conducting discovery to understand and articulate the key technical, operational, and commercial imperatives of your prospects and customers
• Working closely with Professional Services, Customer Success and Specialist teams to ensure overall customer implementation and adoption of solutions
• Demonstrating strong communication skills and the ability to influence through effective presentations and customer-specific demos, technical engagements, and workshops
• Leading successful technical validation efforts based on best practices to ensure technical win in assigned opportunities
• Orchestrating supporting resources (Specialists, Channel Resources, Customer Support) to ensure a one-team approach that demonstrates a cohesive strategy
• Promoting end-to-end solutions that include PANW and/or partner professional services to ensure customers realize business value sooner
• Understanding the competitive landscape and effectively differentiating our leadership 
• Continuously investing in yourself to develop technical and professional skills that drive your ever-increasing contributions to success of our customers while actively participating within the Solutions Consultant community and at industry events
• (OT) - Identifying technical stakeholders and cultivating relationships with key personas to build and drive a security architecture transformation roadmap

Qualifications

Your Experience

• Understanding of data networking and/or modern application design and cloud architectures
• Delivering cybersecurity solutions that solve technical challenges and influence new business initiatives
• Influencing and gaining buy-in from key stakeholders, either in a customer-facing or internal role - prior experience in a pre-sales role is ideal
• Creating and delivering technical presentations, workshops, or technical validation engagements 
• Experience in selling, designing, implementing, or managing one or more of the following solutions - Network Security, SASE, SaaS, CNAPP and/or SOC Transformation Technologies
• Partnering with Customer Support functions to ensure successful implementation and adoption of sold solutions
• Complex sales involving long sales processes with multiple buying centers and multi-product solutions are preferred
• Proficient in English

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Job Description

Your Career 

As a member of our sales leadership team, you will build and drive regional major account sales teams to exceed company objectives while growing your region according to plan. You’ll be responsible for building a high-performance sales culture that delivers results in bookings, sales development, and forecast accuracy while simultaneously mentoring and developing your team members to accomplish individual and organizational goals. It will be required that you track sales activity, provide sales projects, and create and analyze metrics. 

A challenge inspires you, rather than intimidates you, and you aren’t afraid of setting accelerated goals to drive you to succeed. More than that, you are motivated by empowering our clients to meet their cybersecurity needs and you are driven with an encompassing passion for solutions selling. You’re not afraid of addressing the critical challenges they are facing within digital transactions – and really, you thrive on the pressure. 

Your Impact 

• Responsible for building and developing a team of quota carrying and lead generation sales professionals 
• Own and drive revenue outcomes within the assigned region, territories, and/or district, exceeding personal and team sales quotas and goals 
• Review weekly forecast and business outcomes with representatives and sales leaders
• Coach, develop, and mentor representatives to success in all aspects of the sales cycle: lead generation, qualification, forecasting, and closing opportunities, while using our channel/partner network
• Build sales analysis for insight into weekly, monthly and quarterly execution and strategies 
• Attend weekly regional forecast and management calls to provide Inside Sales perspective
• Work closely with other District Sales Managers on crafting business strategy to accomplish company goals
• Required to stay knowledgeable and up-to-date on product roadmap, industry changes, and competitive landscapes
   

Qualifications

Your Experience 

• Sales experience and management experience: preferably experience handling both quotas carrying and lead generation inside sales teams
• Enterprise sales experience required: networking or network security industries strongly preferred
• Experience with channel and partner sales models
• Consistently achieved sales goals through your leadership and personal goals 
• Able to learn new technology quickly, as well as adapt to changing needs
• Hired, developed and retained successful sales talent 
• Deep understanding of enterprise sales methodology that you can translate and coach others in 
• Built strong cross-functional relationships across clients, partners, and internal teams
• Previous practice in Salesforce.com 
• 25% quarterly travel within region
   

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Job Description

Your Career

Palo Alto Networks is a world-class product management organization and continues to look for top-notch technical pro engineers to expand the team. As a Senior Technical Product Engineer at Palo Alto Networks, you will play a key role in providing detailed technical information to our partners, customers, and our employees.

Be a self-starter who is eager to learn and experiment with new technologies, be able to work independently and as a teammate, identify sales challenges and address solutions as needed.

As a Sr. TPE, you will play a key role in providing detailed technical information to our partners, customers, and our internal employees. You will be a strategic adviser to the business, driving valuable insight, guidance and feedback back into Palo Alto Networks. You will work across product teams to deliver this feedback.

Your Impact

• Work with legal, sales, product management, customers, and additional teams to promote and bring innovation 
• Coordinate and lead ambitious projects in a multi-functional capacity with other teams
• Work closely with Product Managers and provide product feedback for future development
• Drive cloud native security innovations for the modern security operations center
• Help design and build content for a security minded marketplace
• Develop comprehensive content for a marketplace - such as playbooks, automations and integrations relating to SOAR use cases
• Write and create high-quality integration guides for customers and partners

Qualifications

Your Experience 

• Ability to inspire teams, colleagues, and executives - paired with an ability to execute
• Understanding of cloud native security and security operations use cases
• Experience managing cross functional programs, in a fast-paced environment, and the ability to manage multiple projects and priorities
• Excellent professional presence and confidence working with and advising entry level through top executives
• A team player that creatively and effectively solves complex issues and establishes best practices proactively
• Understanding and affinity for technology and a motivation to master product and market details
• Strong work ethic, integrity, and organizational skills
• At least 2 years experience with one or more major cloud infrastructure providers
• At least 2 years experience with security orchestration, automation, and response technology
• Understanding of securing cloud platforms using security operations automation
• Technical knowledge of cloud platforms (AWS, Azure, GCP) and modern application architectures
• Excellent written and verbal interpersonal skills with strong presentation abilities 
• Experience in cloud platforms, infrastructure-as-code, and modern CI/CD pipelines - an advantage
• Experience in building SOC workflows & incident response - an advantage
• Experience in building SIEM integrations - an advantage
• Experience in cloud native programing, scripts, and automation - an advantage

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Job Description

Your Career

As a domain consultant for network security transformation, you provide technical expertise and guidance in customers' network security and zero trust journey.  You will be key in defining technical solutions that secure a customer’s key business imperatives.  You evangelize our industry leadership in on-prem, cloud, and security services that establish Palo Alto Networks as a customer’s cybersecurity partner.

Your Impact

• Collaborate with sales teams to recommend and develop customer solutions within your assigned specialization
• Present to customers as our expert at all levels in the customer hierarchy, from practitioner to senior leadership
• Lead and support customer demonstrations that showcase our unique value proposition
• Responsible for prospective customers and partners' Technical Validation projects based on best practices to ensure technical win in assigned opportunities
• Architect solutions that will help our customers strengthen and simplify their security posture
• Document high-level design and key use cases to ensure proper implementation and value realization of Palo Alto Networks solutions
• Lead conversations about industry trends and emerging changes to the security landscape.
• Responsible for discussing and highlighting product alignment with customer requirements and differentiation
• As the main technical point of contact for Network Security, you will assist and collaborate to respond effectively to RFIs/RFPs
• Position Palo Alto Networks or Partner delivered services as appropriate to ensure proper implementation and value realization of Palo Alto Networks solutions
• Discuss, with credibility, competitive offers in the marketplace and position ours as the best alternative

Qualifications

Your Experience

• 3+ years experience in pre-sales/sales engineering within Zero Trust, Networking, Network Security, SaaS Security or SSE/SASE 
• Outstanding customer communication and problem-solving skills
• Experience in working with customers, demonstrating problem-solving skills and a can-do attitude
• Solid understanding of NGFW, Network Security, SASE, SD-WAN, CASB, Proxy, DLP and BYOD Solutions
• Advanced knowledge of On-Premise and Cloud-Delivered Network Security Technologies

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Job Description

【業務内容】
・公共・社会インフラ営業本部では、日本全国の中央省庁、自治体、大学/研究機関、病院、社会インフラ企業を担当しています。 その中で中部/関西/中四国/九州/沖縄エリアの社会インフラ企業 (電力、ガス、鉄道)を担当に対して、当社の幅広いセキュリティ製品ポートフォリオを理解しそれらを組み合わせて最適なソリューションを提案するプリセールスエンジニア、アカウントSEの役割を担っていただきます。

具体的には、
エンドユーザーにアプローチし、関係するパートナーへの販売支援（SEとして弊社製品をサービス化頂く為、販売、サポートの仕組み作り)を行います。当社のセキュリティ製品ポートフォリオを理解してもらい、製品販売の促進を行う為、製品説明、トレーニング、ワークショップ、デモンストレーション等、技術的な観点で情報の提供及び問い合わせの対応を行います。 また、サービス化された製品についての技術サポート、案件サポートを行います。業界他社の情報収集も行い、自社製品の優位性を理解し、効果的な差別化提案をして拡販に貢献します。また、製品担当営業、マーケティングチームなど社内他部門と連携し、担当市場での認知度向上、案件創出を行っていただきます。

社会インフラ企業では、

増大する脅威から、IT/OTを含めた基幹インフラをどう守っていくか大きな課題を抱えており、当社がサポートできる範囲が非常に大きな市場です。
・各市場において、すでに弊社では大きな実績がありますが、更に業務を拡大すべく、社会インフラ企業へ直接アプローチして案件発掘をしていただきます。

Qualifications

Your Experience

【必須（MUST）】
・プリセールスSEの経験必須。プリセールス提案活動経験（顧客分析、課題提起、ソリューション提案）
・自社製品でカバーしている技術（セキュリティ，ネットワーク，データセンタ，SDN，パブリッククラウド等）について技術的リーダーシップを維持するための自己学習を継続する ・業界トレンドや競合他社の情報収集をおこない、自社製品の優位性等を把握し、効果的な提案をおこなう
・日本語能力 (流暢もしくはネイティブレベル、日本語検定1級レベル)
・英語力（読み書き：ビジネスレベル）

【歓迎（WANT）】

・ネットワークインフラ/クラウドのセキュリティ製品の販売、かつデモンストレーション、インストール、トラブルシューティングの経験をお持ちの方
・パブリッククラウド、コンテナに対するネットワーク、セキュリティの提案経験
・複数の製品、ソリューションを効果的に組み合わせた提案の経験 ・製品化やサービス化に従事した経験をお持ちの方

【その他】

・新しい製品や技術に対して積極的に自己学習して技術習得ができる方
・課題解決に対するオーナーシップをもって行動ができる方
・社内、社外のコラボレーション、チームワークが可能な方

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Job Description

【業務内容】
・公共・社会インフラ営業本部では、日本全国の中央省庁、自治体、大学/研究機関、病院、社会インフラ企業を担当しています。 その中で中部/関西/中四国/九州/沖縄エリアの社会インフラ企業 (電力、ガス、鉄道)を担当に対して、当社の幅広いセキュリティ製品ポートフォリオを理解しそれらを組み合わせて最適なソリューションを提案するプリセールスエンジニア、アカウントSEの役割を担っていただきます。

具体的には、
エンドユーザーにアプローチし、関係するパートナーへの販売支援（SEとして弊社製品をサービス化頂く為、販売、サポートの仕組み作り)を行います。当社のセキュリティ製品ポートフォリオを理解してもらい、製品販売の促進を行う為、製品説明、トレーニング、ワークショップ、デモンストレーション等、技術的な観点で情報の提供及び問い合わせの対応を行います。 また、サービス化された製品についての技術サポート、案件サポートを行います。業界他社の情報収集も行い、自社製品の優位性を理解し、効果的な差別化提案をして拡販に貢献します。また、製品担当営業、マーケティングチームなど社内他部門と連携し、担当市場での認知度向上、案件創出を行っていただきます。

社会インフラ企業では、

増大する脅威から、IT/OTを含めた基幹インフラをどう守っていくか大きな課題を抱えており、当社がサポートできる範囲が非常に大きな市場です。
・各市場において、すでに弊社では大きな実績がありますが、更に業務を拡大すべく、社会インフラ企業へ直接アプローチして案件発掘をしていただきます。

Qualifications

Your Experience

【必須（MUST）】
・プリセールスSEの経験必須。プリセールス提案活動経験（顧客分析、課題提起、ソリューション提案）
・自社製品でカバーしている技術（セキュリティ，ネットワーク，データセンタ，SDN，パブリッククラウド等）について技術的リーダーシップを維持するための自己学習を継続する ・業界トレンドや競合他社の情報収集をおこない、自社製品の優位性等を把握し、効果的な提案をおこなう
・日本語能力 (流暢もしくはネイティブレベル、日本語検定1級レベル)
・英語力（読み書き：ビジネスレベル）

【歓迎（WANT）】

・ネットワークインフラ/クラウドのセキュリティ製品の販売、かつデモンストレーション、インストール、トラブルシューティングの経験をお持ちの方
・パブリッククラウド、コンテナに対するネットワーク、セキュリティの提案経験
・複数の製品、ソリューションを効果的に組み合わせた提案の経験 ・製品化やサービス化に従事した経験をお持ちの方

【その他】

・新しい製品や技術に対して積極的に自己学習して技術習得ができる方
・課題解決に対するオーナーシップをもって行動ができる方
・社内、社外のコラボレーション、チームワークが可能な方

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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

Your Career

You will centre your role on relationship management to achieve measurable results in increased revenue, market share, and depth within each partner sales team at the assigned Partner Accounts. Your success in this role will span the creation and execution of unique business plans with each partner. You'll be measured primarily on the joint business executed with these strategic partners at the heart of the VAR, GSI & MSSP account teams.  You will collaborate with internal stakeholders, including Global / International Account Directors. 

Your experience across all channel routes to market (VAR, GSI, SP, CSP, and distribution) is essential. You must be able to navigate the entire channel and have long-standing existing relationships. 

Your focus will be on enhancing alignment between the sales teams at PAN+Partners and executing with excellence across account planning and pipeline management on all joint opportunities. Equally, your responsibility will be to drive and develop our strategic partnership/engagement with each of your selected partners to elevate Palo Alto Networks to the partners' executive C-suite and gain trust, mindshare, and credibility.  

Your Impact

• Develop and execute business plans in collaboration with the Account Directors, driving all aspects of the partner relationship to maximize growth opportunities and ensuring the partner is well-positioned to deliver successful customer implementations and deployments.
• Work well in a team environment to ensure partner and customer satisfaction.
• Design a compelling value proposition that inspires this strategic partner to promote our solutions.
• Develop/activate services based on our emerging and established technologies, increasing revenue growth, and liaise closely with our product teams to innovate new solutions and GTM strategies to drive new ways to differentiate in the market and take market share (drive scale)
• Provide clear and consistent communication (internally and externally) across the region with 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
• Work on your own initiative when it comes to partner development, solution creation, and garnering assistance across the business and partner. 

Qualifications

Your Experience 

• Experience in Channel Management or Business Development roles within the enterprise software ecosystem and network security industry
• Understanding of the local UK market
• Understanding of SP & GSI 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

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Job Description

Your Career

As a Channel Solutions Architect for Prisma Cloud, you will be a guide on our solutions offerings for cloud-based environments. You’ll help enable our most strategic and impactful channel partners to identify complex security challenges in cloud networks and drive solutions using our market leading security services. You’ll have unparalleled resources and products, with a team that is dedicated to our shared success.

As an extended member of the Sales and Channels team you will work with our partners to help enable them to best leverage our methodologies, products, and tools to help detect and prevent advanced cyberattacks and breaches, providing expertise in for Amazon Web Services (AWS), Microsoft Azure, Google Cloud (GCP), and other Public Cloud systems. You'll provide training to our partners. You’ll work closely with our Channels team to build strong partner relationships, enabling our partners to help guide our joint customers through complex challenges that face their digital environments.

Your Impact

• Establish yourself as a trusted advisor within our Channels team and our most strategic and impactful channel partners
• Lead conversations about industry trends and emerging changes to the security landscape that every partner and customer needs to be aware of
• Strategy planning for moving critical data, intellectual property, and high-demand applications to Public Cloud
• Be the technical voice of the Channel SE team for all things related to security and compliance in Public Cloud (Alicloud, AWS, Azure, and Google Cloud Platform)
• Ability to discuss, with credibility, competitive offers in the marketplace and effectively differentiate against them
• Effectively lead and support partner demonstrations that showcase our value
• Provide technical demos for our partners of Palo Alto Networks virtual offerings and integration in existing data center environments

Qualifications

Your Experience

• Experience as a system engineer, solutions architect, or systems integrator
• Good understanding & expertise of tools such as Ansible, Terraform, CI/CD (Jenkins, Github, etc)
• Good understanding of containers and container management (Docker, Openshift, and Kubernetes) 
• Understanding of API based security and compliance standards and Unix/Linux and Windows operating systems and scripting
• 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
• Experience with AWS and/or Microsoft Azure or Google Cloud installation, configuration and administration of security features and services including identity and access management, service-related security features, networking, firewalls, encryption, and related standard methodologies
• Proficiency with cloud networking models and connectivity, network security, virtualization, and cloud computing
• Working experience with customers, positioning, demonstrating, configuring and fixing network infrastructure security products
• Programming experience in a higher-level language such as NodeJS, Ruby, Chef, Puppet, YAML, JSON, and/or Python
• Experience working with Channel partners and understanding of a channel centric go to market approach
• Experience from companies in the enterprise networking security space
• Deep understanding of exploits, malware, ransomware, and etc. along with their creation and activation
• Experience in DevOps will be an added advantage
• Fluent German

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Job Description

Your Career

As a Channel Systems Engineer covering TIM and Majors System Integrators, your role will involve providing leadership, technical expertise, and guidance to Partners on their journey towards becoming key Palo Alto Networks Partners. You will work as a Technical Leader with Channel Partners, providing technical expertise to support the technical sales and implementation of company products and solutions. This role involves collaborating with partners, training them on technical aspects, providing pre-sales technical assistance, and ensuring successful integration. The Channel Systems Engineer will act as a trusted advisor, driving growth within the partner list by fostering strong relationships with channel partners and ensuring they have the knowledge and tools needed to succeed. We are working to create partner experts for life. 

Your Impact

• Serve as the primary technical leader for channel partners within the assigned region
• Collaborate with TIM and focus partners in the territory to develop comprehensive business plans that align to strategic objectives
• Provide technical pre-sales support to partners, including product demonstrations, solution architecture design, and configuration assistance
• Collaborate with your sales peers to identify opportunities for new partnerships and expand existing ones
• Plan and drive technical training sessions for partners, ensuring they are proficient in the company’s products, solutions, and integration processes
• Support channel partners with technical issues during and after product implementation, acting as a liaison between them and the company's technical support teams
• Design and deliver customized solutions based on partner and customer needs, ensuring alignment with company standards and best practices
• Stay updated on product roadmaps, new technologies, and industry trends to better assist partners in growing their business
• Assist in the development and deployment of channel enablement materials, such as technical guides, manuals, and webinars
• Collaborate with the product management and development teams to provide feedback on product improvements based on partner and customer feedback
• Maintain detailed records of partner interactions, sales pipeline, and technical support provided, reporting progress to management regularly

Qualifications

Your Experience

• 5+ years of experience in Partner Solution Consulting, Pre-Sales Engineering, or a similar technical role within the technology industry
• Extensive knowledge in at least one of - networking, cybersecurity, cloud solutions, and enterprise IT systems
• Strong understanding of channel sales models and experience working with TIOM, Resellers, Distributors, and other Channel Partners
• Excellent communication skills, both verbal and written, with the ability to present complex technical information to non-technical audiences  
• Ability to work independently and as part of a cross-functional team, managing multiple projects in a fast-paced environment
• Strong problem-solving skills and a proactive attitude towards resolving issues
• Willingness to travel within the assigned region to support partners and attend events as necessary
• Proven track record of influencing key stakeholders and gaining buy-in for technical solutions

Preferred

• Bachelor’s degree in Computer Science, Engineering, Information Technology, or a related field or equivalent required
• Industry certifications such as Palo Alto Networks, Fortinet, Checkpoint, or Cloud-related are a plus

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Job Description

あなたの役割

• 担当するアカウントのすべての保守契約およびサブスクリプション更新を担当

• 既存顧客へのアップセルおよび追加ビジネスの推進（マルチイヤー契約提案を含む）

• 営業マネージャー、インサイドセールス、チャネルパートナー、エンドユーザーと連携し、契約期限切れ前の更新を促進

• 更新およびアップセルの見積書の作成

• 正確で迅速な予測の提出

• 注文処理のフォローおよび既存顧客のデータ確認（他部署との連携を含む）

• プロセスやシステム改善、理想的な手法の推進

• 製品のロードマップ、業界の変化、競合の動向を把握し続ける

Qualifications

必要な経験・スキル

• 3年以上の営業経験（リニューアル営業、インサイドセールス、チャネルセールスのいずれか）

• 正確な売上予測のスキル

• 営業目標を達成した実績

• 新しい技術を迅速に習得し、変化するニーズに対応する能力

• 生産的な関係を迅速に構築する能力

• Salesforce.comの実務経験

• 複数の案件管理および迅速な更新対応（見積作成を含む）

望ましい経験・スキル

• エンタープライズ営業の経験

• 技術的なバックグラウンド、セキュリティおよびIT業界での経験

• ビジネスレベルの英語力

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Job Description

Your Career

The Senior 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 

• 4+ 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
  • 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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Your Career

A Senior Consulting Director, Digital Forensics & Incident Response, is responsible for supporting the leadership of Unit 42’s DFIR consulting practice for North America. This person will be active in the day to day delivery aspects and functional management of the consulting organization, but will also support DFIR and Consulting leadership in setting the strategic direction of the practice, managing the practice and becoming a strategic advisor to our customers. The role requires deep cybersecurity subject matter expertise and business savvy; this person is interested in our customers' success and in scaling a profitable business.

The individual will help manage our North America DFIR team in providing world-class reactive cybersecurity solutions to Unit 42 clients across a wide array of industries, geographies, and organizational structures. They will be our clients’ trusted partner for high-stakes incident response, remediation, and recovery as well as provide strategic and technical leadership and focus on product pull through.  

Your Impact

• Partner with the DFIR Managing Director and service line leaders to develop and execute strategy for the Unit 42 Digital Forensics & Incident Response (DFIR) practice.

• Support leadership of the DFIR practice by managing goals and milestones to achieve quarterly, annual and long term objectives.

• Drive innovation in Unit 42’s reactive offerings, by leading the consulting team and collaborating with cross-functional teams to bring new capabilities and services to market that leverage Palo Alto Networks products.

• Advance the maturation of our existing DFIR services. 

• Ensure the consistency and quality of our services and highest level of customer service.

• Integrate threat intelligence into our services by deepening the feedback loop with Unit 42 Threat Intelligence team and telemetry.

• Partner with cross-functional teams to scale and mature the Unit 42 Retainer offering.

• Recruit and onboard world class DFIR talent to support our growth goals.

• Support the professional growth and development of our consultants through training and technical enablement.

• Foster and maintain a culture that attracts and retains smart, kind team members dedicated to executing with excellence.

• Manage the productivity of the DFIR consulting team through attainment of utilization targets.

• Execute strategies for service development, enablement, and process that result in the pull through of Palo Alto Networks products.

• Cultivate and maintain relationships with key clientele to increase awareness of Unit 42’s’ capabilities and provide on-demand expertise for client needs.

• Amplify Unit 42s’ presence and credibility in the marketplace through thought leadership, including via speaking engagements, articles, whitepapers, and media exposure.

• Manage the consulting team to ensure attainment of consulting goals and milestones.

• Provide hands-on, expert-level digital forensics and incident response services to clients and deliver findings to CxO and/or Board of Directors. 

Qualifications

Your Experience 

• Experience in managing, leading and motivating consultants at all levels.

• Experience as a senior-level team leader having established a security vision, strategy, and program, while anticipating future security and incident response challenges, including overseeing other director, senior, and mid-level analyst/consultant teams.

• Experience leading large teams in complex Digital Forensics and Incident Response Investigations.

• Ability to travel as needed to meet business demands.

• Strong presentation, communication, and presentation skills with verifiable industry experience communicating at CxO and/or Board of Directors level.

• Experience in managing performance and careers of senior DFIR practit

• Technical proficiency in a wide range of cybersecurity services, including digital forensics, incident response, post-incident remediation and threat eradication, among others.

• Client services mindset and top-notch client management skills.

• Experienced-based understanding of clients’ needs and desired outcomes in digital forensics and incident response investigations.

• Public speaking experience, demonstrated writing ability, including technical reports, business communication, and thought leadership pieces.

• Operates with a hands-on approach to service delivery with a bias towards collaboration and teamwork.

• Must be results-driven and strategic.

• Cybersecurity industry certifications such as CISSP and/or CISM are a plus.

• Bachelor’s Degree; an advanced degree such as MS, MBA, or Juris Doctorate (JD) is a plus.

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Your Career

Consulting Director, Reactive Services is a senior-level consulting position.  The individual will provide expert-level guidance on all areas of cybersecurity and data breach response to Unit 42 clients across a wide array of industries, geographies, and organizational structures.  They will be the client’s advocate for cybersecurity and will provide strategic and technical leadership in this area. 

Your Impact

• You are an Industry-recognized inspiring leader with media and public speaking experience, deeply embedded in information security community

• Experience with forensic processes and procedures (chain of custody, computer acquisition techniques, and memory acquisition techniques)

• Maintain hyper-current knowledge of extant vulnerabilities and threat landscape

• Experience using forensics tools such as EnCase, FTK, SleuthKit, Volatility, etc.

• Analysis experience and operational understanding of one or more major operating systems (Microsoft Windows, Linux, or Mac)

• Knowledge of common malware persistence mechanisms

• Experience identifying and triaging malware

• Experience leading technical breach response teams in fast-paced environment

• 10 years of hands-on consulting experience in digital forensics, and incident response

Qualifications

Your Experience 

• Strategic mindset but also detail-oriented and hands-on ability to lead high-level discussion on DFIR technology strategy and approach both internally and externally

• Demonstrated self-starter with intellectual curiosity and ability to adapt to change

• Ability to work quickly, willingness to work on ad hoc assignments, work independently or leading teams as needed

• Strong written and verbal communication skills

• Ability to develop unique and creative solutions to problems on the fly

• Willingness to learn new technologies and techniques to solve complex customer issues

• Ability to manage clients, lead meetings, and manage multiple project teams concurrently

• Ability to quickly develop and maintain rapport with clients 

• Demonstrated ability to cross-sell or upsell existing clients and generate new business

• Experience managing complex budgets

• Ability to allocate staff to various projects quickly and efficiently

• Willingness to travel as required (up to 20%) to support leadership, customer briefings, planning and other activity as needed

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Your Career

The Palo Alto Networks Global NetSec GTM team has an immediate opening for a Business Development Manager 5G based in Europe.  This role focuses on sell-through and sell-to revenue opportunities within the top service providers, technology partners and Enterprise customers in EMEA. The Business Development Manager will be responsible for understanding and influencing customer-specific technology requirements, resulting in the adoption of Palo Alto Networks Cybersecurity solutions with our customers and partners. Qualified applicants should have extensive experience working with 5G solutions, and should be familiar with the organizational makeup, core missions and strategies that organizations employ to capture business. The Business Development Manager for 5G is responsible for all account communications, customer relationships, technology education and new business development. They are also responsible for constructing and executing strategic account go-to-market sales plans.

This role represents opportunity for sales leadership within the Palo Alto Networks Global NetSec team.  This role reports directly to the Global Director of 5G Security and is a critical part of our GTM team. It requires a blend of skills and experience to provide Palo Alto Networks management with the forethought to define, develop and execute on our business plan objectives. For the right individual, this role represents an opportunity to guide Palo Alto Networks in its strategic investments as we scale to accelerate growth within the NetSec and the 5G market

Your Impact

• Understanding of the Service Provider market and 5G solutions - has key relationships, is proficient at selling technology and knows the program capture process
• Establish and nurture relationships with key technical, operational, and executives level customers
• Partner with the Service Provider account leaders within the EMEA sales team, working collaboratively to help drive revenue growth for Palo Alto Networks
• Execute a sales plan and account development strategies with emphasis on driving Palo Alto Networks products and solutions to produce net-new sales opportunities and incremental revenue growth
• Ability to discuss and present the Palo Alto Networks value proposition, our various offerings and key competitive differentiators
• Maintain working knowledge of 5G/OT industry, key technology trends and major programs for contract awards
• Foster a collaborative, team-based environment, sharing best practices and success and building lasting relationships
• Perform other related duties as assigned

Qualifications

Your Experience

• 10+ years technology sales experience working within the Mobile Solution industry - strong expertise with enterprise solutions - exceptional sales, negotiation, organizational, creative, presentation, written and verbal communication skills
• BA/BS Degree or equivalent experience or equivalent military experience required
• A proven track record of consistently overachieving sales quotas, while representing technical products or solutions
• Practical knowledge of routing and switching products that will be installed adjacent to Palo Alto Networks solutions

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Job Description

Your Career 

As a domain consultant for network security transformation, you provide technical expertise and guidance in customers' network security and zero trust journey. You will be key in defining technical solutions that secure a customer’s key business imperatives. You evangelize our industry leadership in on-prem, cloud, and security services that establish Palo Alto Networks as a customer’s cybersecurity partner. 

Your Impact 

• Collaborate with sales teams to recommend and develop customer solutions within your assigned specialization 
• Present to customers as our expert at all levels in the customer hierarchy, from practitioner to senior leadership 
• Lead and support customer demonstrations that showcase our unique value proposition - Responsible for prospective customers and partners' Technical Validation projects based on best practices to ensure technical win in assigned opportunities 
• Architect solutions that will help our customers strengthen and simplify their security posture - Document high-level design and key use cases to ensure proper implementation and value realization of Palo Alto Networks solutions 
• Lead conversations about industry trends and emerging changes to the security landscape - Responsible for discussing and highlighting product alignment with customer requirements and differentiation 
• As the main technical point of contact for Network Security, you will assist and collaborate to respond effectively to RFIs/RFPs 
• Position Palo Alto Networks or Partner delivered services as appropriate to ensure proper implementation and value realization of Palo Alto Networks solutions 
• Discuss, with credibility, competitive offers in the marketplace and position ours as the best alternative 

Qualifications

Your Experience 

• 3+ years experience in pre-sales/sales engineering within Zero Trust, Networking, Network Security, SaaS Security or SSE/SASE 
• Outstanding customer communication and problem-solving skills
• Experience in working with customers, demonstrating problem-solving skills and a can-do attitude 
• Solid understanding of NGFW, Network Security, SASE, SD-WAN, CASB, Proxy, DLP and BYOD Solutions 
• Advanced knowledge of On-Premise and Cloud-Delivered Network Security Technologies
• Proficient in English and French (Mandatory)

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Your Career 

As a domain consultant for network security transformation, you provide technical expertise and guidance in customers' network security and zero trust journey. You will be key in defining technical solutions that secure a customer’s key business imperatives. You evangelize our industry leadership in on-prem, cloud, and security services that establish Palo Alto Networks as a customer’s cybersecurity partner. 

Your Impact 

• Collaborate with sales teams to recommend and develop customer solutions within your assigned specialization 
• Present to customers as our expert at all levels in the customer hierarchy, from practitioner to senior leadership 
• Lead and support customer demonstrations that showcase our unique value proposition - Responsible for prospective customers and partners' Technical Validation projects based on best practices to ensure technical win in assigned opportunities 
• Architect solutions that will help our customers strengthen and simplify their security posture - Document high-level design and key use cases to ensure proper implementation and value realization of Palo Alto Networks solutions 
• Lead conversations about industry trends and emerging changes to the security landscape - Responsible for discussing and highlighting product alignment with customer requirements and differentiation 
• As the main technical point of contact for Network Security, you will assist and collaborate to respond effectively to RFIs/RFPs 
• Position Palo Alto Networks or Partner delivered services as appropriate to ensure proper implementation and value realization of Palo Alto Networks solutions 
• Discuss, with credibility, competitive offers in the marketplace and position ours as the best alternative 

Qualifications

Your Experience 

• 3+ years experience in pre-sales/sales engineering within Zero Trust, Networking, Network Security, SaaS Security or SSE/SASE 
• Outstanding customer communication and problem-solving skills
• Experience in working with customers, demonstrating problem-solving skills and a can-do attitude 
• Solid understanding of NGFW, Network Security, SASE, SD-WAN, CASB, Proxy, DLP and BYOD Solutions 
• Advanced knowledge of On-Premise and Cloud-Delivered Network Security Technologies
• Proficient in English and French (Mandatory)

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