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

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 be tasked with bringing the benefits of Cortex (a next-gen AI-powered security operations platform) to customers. Your portfolio of solutions covers Advanced Endpoint Protection, Cortex XDR (Investigations and Response), Cortex XDR (Analytics), Cortex XSOAR (Security Orchestration, Automation & Response), Attack Surface Management (Expanse), Autofocus and the Cortex Data Lake.

As a key member of the Cortex Sales team, you will collaborate closely with cross-functional teams within the region. You will partner closely with Pre-sales Engineers to drive growth for our Endpoint, Behavioral Analytics, and SOC security solutions. You will take ownership of growing the Cortex business within your respective market by staying at the forefront of industry trends and customer needs.

Your Impact

• Develop and drive the Cortex business across the region by building external customer relationships as well as partnering with the core sales team and mapping customer strategies and engagement to drive Cortex business
• 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 effect target markets
• Develop market strategies and goals for customers across the Cortex portfolio - understand the strategies, goals, and objectives of accounts
• Take full responsibility for accurate sales forecasting by demonstrating in depth knowledge of sales cycles from initial contact through the procurement process
• Domestic travel and possible international travel as necessary

Qualifications

Your Experience

• Exceeding sales quota as a Major or Large Account Manager, Channel Account Manager, or Territory Account Manager for a multinational company
• Extensive field sales experience in the cybersecurity technology industry
• Experience working with Security Operations Centre teams, selling endpoint and incident response security solutions
• IT sales experience as direct contributor
• Deep understanding of channel partners and a channel-centric go-to-market approach
• Knowledgeable in Complex Solution Sales methodology
• Ability to work with sales engineers and cross-functional teams in a high-growth, startup environment
• Central Government or Public Sector experience ideal.

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Job Description

Your Career

The Major 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

• As a Major Account Manager,  you will drive and orchestrate large 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
• Proficiency in Dutch and English language skills

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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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Job Description

Your Career

As a Systems Engineer Specialist for Cortex (a Next-Gen AI-powered security operations platform), you will be the expert for our Endpoint, XDR and Automation portfolio within the larger Palo Alto Networks offerings, with a focus on strategic accounts.

Your portfolio includes Cortex XDR (Extended Detection and Response platform across endpoints, network and cloud), Cortex XSOAR (Security Orchestration, Automation, Response & Threat Intel Management), Cortex Xpanse (Attack Surface Management), XSIAM (Security Intelligence and Automation ), Cortex Data Lake and Unit 42 Services. 

You are the “go to” resource for customer interactions that exceed standard SE support requirements. Your role is one of technical mentorship – working with Account Managers to build integrated solutions for our client’s unique environments. With your colleagues, you will displace competing technologies, and build market share within your targeted list of major accounts, and most importantly, help your client sleep at night as our product integrates to build secure digital transactions. This position is not limited to a  physical Palo Alto Networks office location, but instead covers a particular market for our sales prospects.

Your Impact

• Present to customers as our expert at all levels in the customer hierarchy from technician to C-level
• Lead Proof of Concept (PoC) projects for prospective customers
• Architect solutions which will help our customers strengthen and simplify their security posture
• Lead conversations about industry trends and emerging changes to the security landscape that every customer needs to be aware of and planning to deal with
• Discuss, with credibility, competitive offers on the market and position ours as the best alternative
• Lead and support customer demonstrations that showcase our unique value proposition
• Help our key MDR partners build and develop further their services around Cortex solutions
• Respond effectively to RFIs/RFPs while serving as the main technical point of contact

Qualifications

Your Experience

• Experience in presales/ sales engineering within SIEM, SOAR, SOC or Endpoint environments
• Experience working with enterprise customers, and demonstrating problem-solving skills, a creative mindset and a can-do attitude
• Experience with SOC challenges around people, process and technology
• Experience understanding malware, exploits, operating system structure and behavior
• Experience with Incident Response is a plus
• Italian and English language proficiency

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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

Prisma SASE is the industry’s most complete SASE (Secure Access Service Edge) solution with industry-first innovations and a full set of best-of-breed capabilities: Firewall as a Service (FWaaS), Secure Web Gateway (SWG), Cloud Access Security Broker (CASB), Zero Trust Network Access (ZTNA) & Software-defined WAN (SD-WAN).

You will work with sales partners to establish relationships with customers with the goal of helping them detect and prevent advanced cyber attacks and breaches by advising them on what applications to deploy from the Palo Alto Networks platform. Our systems engineers have a deep technical understanding of cybersecurity products, integrations, and critical cyber threats facing our potential customer’s environments.

We need these technical guides to work with our sales teams, providing training and technical support. You build trust with our clients and teams, establish strong rapport as a trusted advisor, and build an environment where our clients feel (and are) secure. Additionally, you'll be called upon to offer feedback to our product management team on new feature requests and product improvements based on what you learn from your customer base.

Your Impact

• Establish yourself as a trusted advisor to prospects and customers working with Sales Specialists and the local partners
• 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 SASE problems in each individual environment
• Delivering presentations/demonstrations to prospective and current clients, PoC (Proof of Concept), RFP/RFI response
• 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

• Bachelor's degree or equivalent military experience required 
• Willing to travel up to 50%
• Proven experience in a pre-sales role
• Knowledge of SASE, Prisma Access or SD-WAN architectures and providers
• Remote user access technologies
• WAN Technologies - MPLS, MetroE, Leased Lines, Broadband
• Tunneling protocols such as SSL/TLS, IPSec, GRE, DMVPN
• Authentication methodologies, including 2FA, RADIUS, LDAP, AD
• IP Routing - BGP, OSPF, Static, Network Address Translation
• Certificate Management
• Virtualization technologies - ESX, KVM, Xen, Microsoft
• Next Generation Firewall capabilities, configuration, and deployment
• PAN-OS knowledge
• Ability to work within small, creative teams as well as cross-functional teams
• Enterprise experience
• Strong communication skills and presentation skills 
• Ambitious attitude

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Job Description

Your Career

As a Partner Development Manager, you will be responsible for educating our Channel Partners and Channel Business Managers on the Cortex Portfolio and assist with the creation of key sales plays to drive Cortex revenue across North America, but with a focus on the Central Region.  You’ll be expected to present the Palo Alto vision and SOC Transformation Journey at small and large-scale events.  You will work closely with the Regional and National Channel Managers to drive a Cortex strategy with the partners they support. 

This team is responsible for building a bias towards Palo Alto Networks across our partners GTM offerings with a focus on VAR, reseller, MSSP and systems integrator routes to market utilizing our Cortex portfolio. The ideal candidate will have strong experience in channel sales or partnerships with a proven track record of executing against business plans to deliver against goals/quota. Candidates should have a demonstrated ability to think strategically and analytically about business, the solution, and technical challenges, with the ability to build and convey compelling value propositions, and work cross-functionally to increase partner bias towards Palo Alto Networks. We are looking for candidates that are creative, and aggressive. 

Your Impact

• Ability to build and execute business plans focused on high growth solutions.

• Provide world-class relationship development and thought leadership across partners to increase revenue and drive incremental business opportunities.

• Work with Palo Alto Networks Leadership, Partner teams, and Marketing teams to leverage resources and drive key growth metrics, build a strategic plan, and enablement model.

• This role is part of the NAM team and collaboration with cross functional groups is critical to success.

• Working with the partners, you need to define tailored value propositions and create detailed go-to-market plans that strengthen our value proposition to the marketplace while providing new revenue opportunities with our partners.

• Ability to present at large-scale meetings and events.

Qualifications

Your Experience

• Strong understanding of security technologies, channel routes to market, partnerships, sales and successfully implementing channel strategy to drive dramatically increased sales.

• Highly effective relationship/partner development skills.

• Experience formulating a vision, strategy, and execution plan for your key partners.

• Track record of driving enterprise sales via channel partners (partner handles selling motion).

• Proven experience of exceeding channels sales or direct sales quotas.

• Proven analytical skills to determine which programs work and insight to build on that experience.

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Job Description

Your Career

You will center your role on relationship management to achieve measurable results in increased revenue, market share, and depth within the national partner. Your success in this role will span the creation and execution of national and localized business plans and measured primarily on the joint business executed. Do have experience of working at all levels of large strategic partner organizations, plus possess high discernment and approach to develop partnerships based on the long term, “outcome where everybody wins strategy? If so, we want you.

Palo Alto Networks National Channel organization is a strategic pillar for the organization’s continued growth and we are looking for a dynamic leader that thrives in a fast-paced working environment and who can play an integral role in driving Palo Alto Networks relationships within our national partner ecosystem.

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

• Extensive experience working with CDW. Knowledge of how the organization operates and the internal areas to work with in order to drive Palo Alto Networks specific programs to capture mindshare, build pipeline, and drive revenue 

• Proven history or developing and executing on a strategic national partner specific business plans and marketing campaigns 

• Work well in a team environment to ensure partner and customer satisfaction

• Design a compelling value proposition that inspires partners to promote our solutions 

• Create 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

• Bachelor’s Degree or equivalent, MBA a plus

• 8+ years experience in Global Systems Integrator Business Management, Channel Management, or Business Development roles within the enterprise software ecosystem, network security industry and/or Cloud industry

• Excellent instincts and shown ability to interface at a senior leadership to individual contributor level with ease

• Excellent executive communication and presentation skills

• Successful track record of exceeding performance objectives

• 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

• Capable of performing in a virtual team environment

• Negotiation and conflict resolution skills

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Job Description

• The Consulting Director will help drive Proactive Consulting Services with Cloud Customers.  This senior-level consultant will be the trusted advisor to grow partnerships and assist customers from a healthy cybersecurity perspective

• Serve as a key contributor to the development, maturation, and innovation of cloud security consulting services 

• Conduct security configuration audits of client cloud administration consoles against industry-standard frameworks\, best practices and threats.

• 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 further to secure their cloud environment and interactions with on-premises infrastructure

• Leverage the PANW cloud platform product platform, Prisma, to continue to enhance Unit 42’s cloud security consulting delivery capabilities

• Engage in a pre-sales capacity with client prospects, discovering customer pain related to their cloud environment operations and threats.

• Identify gaps and alignment of Unit 42 solutions to customer pains and craft and deliver communications that clearly position the solution value and impact to key target outcomes.

• Support engagement teams in their abilities to address and overcome deep technical objections to recommendations that arise throughout the delivery process. 

• Further the team’s ability to speak to the alignment of recommendations with a client’s unique business process, broader strategic landscape or specific initiatives or risk mitigation or resource allocation.

• Lead the practice and invest in developing relationships with clients that further Unit 42’s goals to become a more strategic trusted advisor.

• Lead the design, development and delivery of consulting enablement content for Unit 42 consultants.

• Assist with Palo Alto Networks product development team’s contributing into feedback loops that work to ensure bi-directional communication about compelling features and capabilities that would benefit Unit 42 consultants (and the broader consulting industry and security practitioners) in assessing and facilitating risk reduction activity. 

Qualifications

• 4+ years of experience performing cloud security advisement and risk assessments based upon industry-accepted standards

• 6+ years of  professional services and consulting experience and 3+ years of Director (or and equivalent Senior Manager) experience leading consulting delivery team’s is highly preferred

• Experience managing a diverse team of business and technical consultants

• Cloud Security-related certifications preferred

• Hands-on experience with a cloud hosting provider (AWS, Azure, GCP, etc).

• Deep experience within the cloud native application protection platform (CNAPP) technology or advisory/consulting space. 

• Strong fluency in the application of Virtual Machines, SaaS, IaaS, PaaS, FaaS and other public cloud technical infrastructure concepts.

• Possess a deep technical knowledge in 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 the technical nuances related to SD-WAN and SASE solutions and their application to Cloud Environment access solutions. 

• 10+ years in developing, strengthening and expanding client relationships

• Knowledge of how to integrate command-line interfaces or scripting tools as a part of a risk assessment or remediation in cloud environments is a plus. 

• Rich understanding of how Enterprise’s use and struggle using infrastructure as code and continuous integration tools such as Ansible, Chef, Jenkins, Kubernetes, Packer, Pulumi, Puppet, Saltstack and Terraform or CSP tools such as CloudFormation, Resource Manager or Deployment Manager. 

• Ability to scope new opportunities with prospective clients, including drafting statements of work and proposals

• Ability to perform travel requirements as needed to meet business demands (on average 25%)

• Bachelor’s Degree in Information Security, Computer Science, Digital Forensics, Cyber Security OR equivalent years of professional experience to meet job requirements and expectations

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Job Description

Your Career

As a member of our sales leadership team, you will build and drive channel sales teams in the Iberia region (Spain and Portugal) 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 and sales development 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 

• Own and drive revenue outcomes within the Iberia region, 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 channel sales team and lead generation inside sales teams
• Channel Sales experience required - networking or network security industries strongly preferred
• Experience with channel and partner sales models (Solution Providers, Service Providers and Global System Integrators)
• 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
• 50% quarterly travel within region

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Your Career

The Regional Sales Manager(Federal and/or Civilian) 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. 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.

You’ll be responsible for meeting and exceeding your quota by crafting and implementing strategic territory plans targeting deployments of the Palo Alto Networks Next Generation Security Platform. This is a unique opportunity for a closer with a go-getter mentality to win business and market share by actively displacing competing technologies. 

Your Impact

• As a Regional Sales Manager(Federal DoD and/or Civilian),  you will drive and orchestrate complex sales cycles and work with our internal partners and teams to best serve the customer
• Bring your experience and consultative selling skills to initiate long-standing relationships with prospective customers and executive sponsors
• Your focus will be to create and implement strategic account plans focused on attaining enterprise-wide deployments 
• Understanding of the strategic competitive landscape and customer needs so you can effectively position Palo Alto Networks 
• Engage a programmatic approach to demand to generate, develop, and expand your territory
• 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 meeting

Qualifications

Your Experience

• Experience and knowledge of SaaS-based architectures, ideally in a networking and/or security context - awareness of SASE technology is preferred
• Experience cultivating mutually beneficial relationships with our channel partners to bring channel-centric go-to-market approach for our customers
• Have and able to lead all aspects of the sales cycle with the ability to uncover, qualifying, developing, and closing new, white-space territories and accounts
• Deep knowledge of the U.S. DOD and/or intelligence community
• Possess a successful track record selling complex-solutions 
• Excellent time management skills, and work with high levels of autonomy and self-direction
• Highly competitive, ramp quickly, extremely adaptive, and pride yourself on exceeding production goals
• Active security clearance 

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Job Description

Your Career

We are seeking a Senior Manager for our Unit 42 Threat Intelligence team to run the Malware Reverse Engineering Team. This team plays a critical role in providing timely, actionable threat intelligence and response capabilities to help protect our customers and internal stakeholders.

Your Impact

As the Senior Manager of the Malware Reverse Engineering Team, your primary responsibilities will include:

• Support Incident Response & Security Product Teams - triage and prioritize malware reverse engineering requests from our proactive and reactive teams, producing actionable intelligence for defenders, security engineers, and threat hunters
• Lead Development Projects - Establish and execute internal projects to mature the team’s capabilities for reversing malware, knowledge management, and intelligence production
• Leveraging Unique Data Holdings - Harness the full weight of the company's unique data holdings, including product telemetry, front line Incident Response (IR) and Managed Detection and Response (MDR) data, and Intel Holdings - Utilize these resources to collect malware samples of interest and produce valuable insights that enhance the effectiveness and differentiation of our threat intelligence capabilities
• Coordinating with External Engagement Team - Work closely with the external engagement team to create and/or contribute to blogs, white papers, and updates on major cyber events - Contribute to thought leadership initiatives by sharing insights and expertise at security conferences and internal executive briefings
• People Management and Career Development - Manage and mentor a global team of malware reverse engineers - Foster their professional growth, provide guidance, and facilitate skill development to ensure a high-performing and cohesive team
• Cross-Organizational Collaboration - Collaborate with threat analysts from various teams and departments within the organization - Foster strong relationships, share threat intelligence, and coordinate joint efforts to address complex threats that span multiple areas of expertise

Qualifications

Your Experience

• Strong public speaking and presentation skills, with the ability to effectively communicate complex threat intelligence information to diverse audiences, including executives, conferences, and internal stakeholders
• Proven experience with reverse engineering tools (e.g. IDA Pro, x64dbg, Ghidra, etc.) and multiple programming languages (e.g. C, C++, Python, Visual Basic, .NET, etc.) 
• Highly organized with the ability to manage multiple tasks, prioritize effectively, and triage competing demands in a fast-paced environment
• Demonstrated ability to coordinate with cross-organizational threat analysts, facilitating collaboration, and aligning efforts to achieve common goals
• If you are a dedicated and experienced cybersecurity professional with a passion for threat intelligence, rapid response, and team leadership, we invite you to join our dynamic organization as the Senior Manager of our Malware Reverse Engineering Team

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Job Description

Your Career

Unit 42 is looking for Consultants to work with a single, long-term client across a wide range of unique security and regulatory needs. Unit 42 has ten distinct teams working on this engagement, and understands nobody will have all of the skills listed below - but the ability to be versatile and work across multiple teams is highly desirable.  Unit 42 is looking for someone who can help us help our clients better manage their data risk, exposure, and compliance obligations.

Your Impact

• Critical Skills
  • Understand and adhere to best practices for operational security (“OPSEC”) concepts
  • Experience developing and reporting on Open Source Intelligence (OSINT)/Threat Intelligence
  • Regularly and uniformly report findings. Create a narrative to the analysis performed
  • Demonstrated ability to relate technical analysis and concepts to a non-technical audience
• Beneficial Skills
  • Investigate mobile applications, websites, browser extensions, and other digital assets
  • Leverage physical and emulated sandboxed environments for analysis
  • Leverage proxy technologies to capture web traffic generated by applications
  • Inspect web traffic logs to identify anomalous or suspicious activity
  • Identify unauthorized exfiltration, handling, or use of end-user data including Personally Identifiable Information (“PII”), created content, credentials, etc
  • Edit and write SQL queries or scripts to query APIs
  • Review application source code and artifacts
  • Reverse engineering of applications, tools, etc
  • Leverage formal and informal internal documentation to quickly interpret unknown data behavior
  • Create replicable processing scripts/notebooks, and document steps taken
  • Help develop and refine ongoing data and code review strategies and workflows
  • Understand how web requests are formed including POST parameters, HTTP headers, user agents, request parameters, request cookies, etc.
  • Query back-end databases using Presto SQL
  • Utilize web logs to identify traffic and request patterns
  • Review and validate external penetration test results to determine severity
  • Actively participate in the development, documentation, and implementation of new processes to expand and mature capabilities for the organization
  • Continuous involvement in workstream growth and process improvement
  • Foreign language skills

Qualifications

Your Experience

• Ideal candidate will have 2+ years of following
• Bachelor’s Degree, or equivalent military experience, preferably in a technical or security-related field
• Knowledge of fundamental computer science concepts
• Positions or experience with corporate data environments, databases, and/or security experience preferred
• Analytical problem-solving skills, including how to interpret technical requirements and turn them into operational steps that can scale
• Ability to work both independently and as an effective team member, in a fast-paced environment - Strong multi-tasking and time-management skills
• Privacy or cybersecurity industry certifications are a plus
• Proven ability to work analytically while demonstrating effective leadership, project management, teamwork, and innovation
• Experience in working with smaller teams and/or start-up organizations.
• Software development or scripting experience is a plus
• 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

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Job Description

Your Career

As one of our two Services Systems Engineer Manager, you will be the technical leader for the Majors and Public Sector Services Systems Engineering team. You will work closely with the Services Sales Manager and, along with your team, build relationships with your core sellers and customers with the goal of helping them build product adoption and consumption strategies to enable detection and prevention of advanced cyberattacks and breaches. Our customers need guidance on how to deploy and optimize our cyber security platform. Your guidance, expertise, and mentorship of your team of SEs will keep them ahead of the latest cyberthreats and allow your customers to get the most value from their Palo Alto Networks investments.

We are looking for a leader to develop our services system engineering teams, providing training and technical support as a services expert. Additionally, you will provide feedback to the Global practice leads on new feature requests and service offering improvements based on what you learn from your customer base. Your team, in partnership with the services sales managers, will build comprehensive services proposals that allow our customers to accelerate time to value 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 services 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 your services systems engineer team in complex evaluations, problem-solving and challenging customer environments
• Define and create an updated services system engineering training curriculum
• Provide effective technical leadership in customer interactions to include sharing security trends and product adoption methodologies employed by other customers to actively be part of the selling process
• Own the Transformation Services workshop methodology, documentation/deliverables and training of the SSE team to be able to deliver effective customer facing workshops that define the current state and future state of their security program that maximizes our product and services opportunities and customer ROI
• 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 
• Work with the Global practice leads and service delivery leads to recommend new service offerings 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
• Maintain a general understanding of competitor selling strategies
• 50-75% travel within the region

Qualifications

Your Experience

• Experience as a pre-sales Services System Engineer Manager 
• Experience as a Senior Services 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 scope LOE and build comprehensive services adoption, consumption and customized support solutions for our account teams to position with our 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

As a Sales Director, you will lead a team of experienced sellers and help formulate and execute a strategy to maximize business growth. You are instrumental in developing and managing your team to drive transformational deals, accelerate  growth, and meet/exceed  individual, team, and organizational goals.

We are looking for a proven and visionary sales leader with a passion to win, i.e. someone with great energy, the ability to innovate, think big, who elevates their team performance and C-suite relationships. This role will entail:

Your Impact

• Deeply understand your customers' needs through comprehensive research to gain insight into their priorities
• Provide robust support to your team by actively participating in and leading customer  meetings
• Conduct a thorough analysis of the weekly territory pipeline and forecasting activities to coach direct reports on effective strategies for closure
• Engage proactively in territory planning and development, fostering (C-suite) relationship building and seizing opportunities to drive revenue by assisting your team in closing deals
• Cultivate a high-performance sales culture that consistently delivers outstanding results in bookings, sales development, and forecast accuracy - Simultaneously, mentor and develop your team for sustained success
• Possess strong technical knowledge of our portfolio, demonstrating the ability to take a holistic approach to solve customers' problems
• Drive and oversee team selling opportunities, ensuring a collaborative and cohesive approach
• Hold both your team and yourself accountable for achieving challenging goals while maintaining a forward-thinking approach in the face of setbacks
• Effectively communicate with leaders at all levels, including the C-suite, and establish open and trusting relationships
• Successfully influence others through adept change management practices
• Develop a winning team through strategic recruitment, hiring, and training, all while upholding our core values

Qualifications

Your Experience

• Proven leadership skills with the ability to create high performing teams in a rapidly growing sales environment
• C-level relationships, ideally including DAX40 companies
• Expertise in SaaS-based architectures and cloud, ideally within the networking and/or security industry
• Deep experience with both indirect and direct sales motions
• Year-over-year track record of successful sales pipeline management and (over-)achieving results
• Highly driven with a focus on execution, a strong sense of urgency, and an entrepreneurial mindset
• Track record of consistently delivering revenue numbers and goals while developing and growing the team
• Excellent at influencing others, both externally and internally, with effective communication skills to build consensus across various functional groups and achieve common goals
• You know that to get the best results, you also have to be a great team player, building excellent rapport and collaboration with cross-functional teams
• Excellent German and English language proficiency (written and spoken)

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Job Description

Your Career

The Regional Sales 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

• As a Regional Sales Manager, you will be responsible for selling Palo Alto Networks Products and Solutions through Channel Partners and interacting directly with customers in your region
• 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
• 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
• Proficiency in Dutch and English language skills

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Job Description

Your Career

The Regional Sales 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

• As a Regional Sales Manager, you will be responsible for selling Palo Alto Networks Products and Solutions through Channel Partners and interacting directly with customers in your region
• 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
• 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
• Proficiency in German and English language skills

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Job Description

Your Career 

You will center your role on 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. This segment is channel-reliant sales motion and will require a focus on specific channel plays. You’ll be measured primarily on the joint business executed with each partner. You’ll work within all levels of partner organizations and commit to developing partnerships based on the long-term, “outcome where everybody wins” strategy.

Your Impact 

• Develop and execute channel strategy to support territory geo supporting sales segments 
• Management of strategic group of partners 
• Territory plans driving all aspects key sales initiatives to support business goals
• Partner relationship to maximize growth opportunities and ensure 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
• 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 management supporting the mixed sales segment territories
• 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

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