Palo Alto Networks

Account Executive

• Drive new business with existing and net-new enterprise accounts
• Build and execute territory plans with Quarterly and Annual Business Reviews (QBRs)
• Build and advance near-term and long-term qualified pipeline
• Sell to IT-side and business-side stakeholders, including C-level engagements
• Formulate positioning and proposals
• Quarterback extended opportunity teams, including pre-sales, partners, executive management, and customer success
• Manage contact activity, prospecting, pipeline development, forecasting, negotiating, pricing, closing, and contract execution
• Conduct bi-weekly meetings with territory Sales Engineers and Professional Services Engineers to assess existing accounts and expedite rollout and up-sale/cross-sale processes
• Collaborate with Palo Alto Networks technical experts to present compelling product strengths and capabilities
• Cultivate and manage partner and alliance relationships
• Report directly to the District Sales Manager
• Cover strategic customer partners in the Dallas and Austin area

Identity Account Executive

Architect

• Operate within a focused team to protect the world's largest organizations using Machine Identity Security solutions
• Translate and deliver customers' business and technical Machine Identity Management needs
• Prepare and deliver specialized solution workshops demonstrating expertise in the Machine Identity Security Platform
• Evaluate existing business processes, propose process improvements, and track customer Machine Identity Management program success
• Ensure the success of multiple customer accounts as a dedicated advocate and subject matter expert
• Document patterns and blueprints for developers and cloud teams
• Maintain collaborative relationships with Palo Alto Networks teams, partner organizations, and customer organizations
• Deploy the software platform and professional services to global enterprise customers
• Simplify governance and reduce risk exposure
• Guide organizations through automated processes, cloud technologies, and DevOps methodologies

Accelerator Architect

Product Manager

• Lead go-to-market strategy and execution for the IoT/OT security product portfolio
• Partner with enterprise sales teams on high-value strategic deals
• Develop and enable scalable channel programs with Global System Integrators and VARs
• Translate technical product capabilities into business outcomes for C-level executives
• Represent Palo Alto Networks as a market-facing subject matter expert at industry events and customer briefings
• Provide market and customer feedback to Product Management and Engineering to shape the roadmap
• Drive Proofs of Concept with sales engineering and technical teams from kickoff through validation and commercial closure
• Support customers, partners, and key initiatives through travel of up to 30%

Senior Manager, Product IoT/OT

Outside Sales

• Sell Palo Alto Networks products and solutions through channel partners and directly to customers in the assigned region
• Use consultative selling experience to identify business challenges and create solutions for prospects and customers
• Understand the competitive landscape and customer needs to position Palo Alto Networks solutions effectively
• Create clear goals and accurate forecasts by developing a detailed territory plan
• Leverage prospect stories to create compelling, account-specific value propositions
• Stay updated on industry news and trends and their impact on Palo Alto Networks products and services
• Travel as necessary within the territory and to company-wide meetings

Territory Sales Manager

Solutions Engineer

• Build and deliver product demonstrations and sales presentations
• Align customer needs with Palo Alto Networks endpoint security solutions
• Plan and execute proof-of-concept evaluations
• Position Palo Alto Networks’ value and differentiators to achieve the technical win
• Document customer interactions in Salesforce
• Provide feedback to product management to influence product direction
• Build customer trust through endpoint and user security expertise
• Present and evangelize at tradeshows and customer events
• Work closely with the sales organization and prospective and current customers
• Establish product value through demos, presentations, meetings, and POCs

Solutions Engineer – Endpoint

• Build and implement strategic, technical account plans targeting cross-platform solutions
• Understand customer business requirements and position, demonstrate, and create high-level designs across the Palo Alto Networks portfolio
• Drive customer adoption of the Palo Alto Networks platform
• Build customer relationships and help customers achieve increased productivity, operational efficiency, security efficacy, and flexibility to innovate
• Conduct discovery to understand and articulate prospects’ and customers’ technical, operational, and commercial imperatives
• Collaborate with Professional Services, Customer Success, Specialist, Customer Support, and Channel teams on implementation and adoption
• Deliver technical presentations, customer-specific demonstrations, engagements, and workshops
• Lead technical validation efforts to achieve technical wins in assigned opportunities
• Drive cross-functional collaboration and coordinate supporting resources for a cohesive strategy
• Promote end-to-end solutions including Palo Alto Networks and partner professional services
• Differentiate Palo Alto Networks’ cybersecurity leadership within the competitive landscape
• Develop technical and professional skills through community participation and industry events
• Identify technical stakeholders and cultivate relationships to drive a security architecture transformation roadmap
• Meet and exceed sales quotas

Solutions Consultant 2 – Healthcare

• Drive and orchestrate complex sales cycles for the IDIRA platform at healthcare organizations
• Work closely with Core PANW Healthcare Account Managers to drive Idira opportunities at existing customers and prospects
• Identify business challenges and create solutions for prospects and customers through consultative selling
• Understand the competitive landscape and customer needs to position Idira and Palo Alto Networks as the de-facto Identity Security Solution for healthcare providers in the United States
• Create clear goals and complete accurate forecasting through a detailed territory plan
• Leverage prospect stories to create compelling account-specific value propositions
• Stay updated on industry news and trends and their effects on Palo Alto Networks products and services
• Travel as necessary within the territory and to company-wide meetings

Identity Account Executive – Healthcare

Strategy

• Build value-based business cases for cybersecurity investment
• Lead cross-functional engagement teams involving customer executives, sales teams, solution consultants, and other functional groups
• Shape and drive cybersecurity and digital transformation capabilities for customers
• Provide expert guidance on value-based selling methodologies
• Synthesize engagement experiences into reusable content, frameworks, and thought leadership
• Develop and deliver value-focused training sessions and workshops for customers and internal teams
• Influence field sales strategies for key accounts by elevating the business value function internally
• Coach team members on identifying C-level strategic issues, assessing process capabilities, and developing business cases for IT and security transformation
• Create and deploy industry-specific value-selling tools, programs, and initiatives for sales, alliances, and marketing teams

Director, Business Strategy Consulting

Consultant

• Build and deliver product demonstrations and sales presentations for Idira technology
• Conduct proof-of-concept evaluations with prospective customers
• Position Idira’s value and differentiators to secure technical wins
• Act as technical expert and trusted advisor for machine identity security solutions during sales cycles
• Partner with Account Executives to articulate solution value to technical and business stakeholders
• Conduct technical discovery sessions to understand customer environments, challenges, and security goals
• Translate customer requirements into solution architecture and deployment strategies
• Collaborate with product management and R&D to influence product direction and resolve customer issues
• Stay current on DevOps tools, CI/CD, Agentic AI frameworks, and best practices
• Assist marketing efforts to generate pipeline and increase leads
• Deliver technical workshops, webinars, and training sessions
• Travel as needed for customer meetings, conferences, and on-site workshops

Domain Consultant, Level 2

Sales

• Work with a regional sales team to establish and maintain customer relationships at executive and business decision-maker levels, including CISO and CIO stakeholders
• Meet and exceed established sales quota for Idira’s Secrets Management and Agentic Identity solutions across the region
• Develop and present compelling business cases covering cost drivers, benefits, and risk
• Partner with subject matter experts, solutions engineers, and professional services teams to align technology architecture with customer business outcomes
• Collaborate with post-sales teams to support successful product adoption and realization of customer technology investment value
• Work with channel partners, resellers, and systems integrators to penetrate new accounts and expand reach across the assigned geography

Agentic Identity Sales Specialist

Support Engineer

• Offer technical support to customers and partners, managing cases from recording to resolution
• Conduct fault isolation and root cause analysis for complex technical issues
• Author Technical Support Bulletins and technical documentation for the Knowledge Base
• Review technical content for training, marketing, manuals, and troubleshooting guides
• Travel to customer sites for critical situations to expedite resolutions as needed
• Provide configurations, troubleshooting, and best practices to ensure customer success
• Collaborate with the Engineering team to influence product operability and improvements
• Participate in weekend on-call rotations and provide after-hours support as required
• Communicate complex technical issues effectively to internal and external stakeholders

Senior Technical Support Engineer, Cortex XSIAM

Systems Engineer

• Partner with sales teams to meet and exceed sales quotas by building and implementing strategic technical account plans
• Position, demonstrate, and design security architectures across the Palo Alto Networks portfolio based on customer business needs
• Architect complex environments including network security, security operations, and cloud security
• Drive customer adoption of the Palo Alto Networks security platform
• Conduct technical discovery and align solutions to customer requirements
• Lead proof-of-concept engagements, technical workshops, and product demonstrations
• Collaborate with Professional Services, Customer Success, and Specialist teams to ensure implementation and adoption
• Communicate complex security concepts to technical practitioners and executive leadership
• Orchestrate Specialists, Channel Partners, and Customer Support resources for customer success
• Promote end-to-end security solutions, including Palo Alto Networks and partner professional services
• Monitor industry trends, competitive landscapes, and emerging security threats
• Invest in personal development and contribute to the District Systems Engineer community and industry events
• Develop cross-training and platform expertise across SOC, Cloud, Networking, and NetSec
• Grow toward becoming a Palo Alto Networks portfolio architect
• Build and maintain strong customer relationships and demonstrate consulting skills
• Design and architect large, complex environments
• Develop business acumen with potential growth into CTO/CIO/CISO-level leadership
• Serve as a role model and mentor for inside Systems Engineers
• Travel up to 50% within the assigned district

District Systems Engineer

Security Engineer

• Act as a Subject Matter Expert for PANW Idira Identity Security products and solutions in the North Asia region
• Foster and nurture relationships with System Integrators, Value Added Resellers, Managed Service Providers, and strategic partners
• Drive partner activation, ecosystem integrations, technical solution design, and sales-lifecycle support
• Create training and certification pathways and improve certification processes
• Collaborate with Technical Alliances on technical selling plans and integrations
• Lead partner onboarding and knowledge transfer
• Gather and analyze end-customer requirements and translate business needs into technical solutions and system architectures
• Design and deliver tailored solution architectures for partner-engaged customer projects
• Participate in customer meetings, joint solution documentation, technical sales presentations, and white-boarding sessions
• Develop joint value propositions and simplify complex technical concepts into customer-driven messaging
• Create and execute technical go-to-market strategies for Idira platforms
• Drive partner activation in marketplace scenarios, including certifications, architecture validation, and joint product promotion
• Provide product demos, technical consultations, and sales training to channel partners
• Collaborate with sales, engineering, product management, marketing, and partner teams
• Provide and maintain an NFR demo environment for Idira solutions

Channel SE – Identity Security

Customer Success Manager

• Own the end-to-end customer journey from onboarding to adoption and advocacy
• Drive successful implementation and continuous value of Idira products across the customer portfolio
• Develop tailored customer success plans and critical goals aligned with customer objectives
• Design and execute value-driven roadmaps to achieve customer outcomes
• Establish weekly, monthly, and quarterly customer touchpoints to review progress and measure success
• Use executive dashboards and program status reports to maintain alignment and track performance
• Serve as a strategic advisor and build deep customer relationships and trust
• Drive continued value and adoption of Idira products and services
• Collaborate with Account Managers, Solution Architects, Training, and Enablement teams to expand product adoption
• Represent the customer voice internally and communicate feedback to relevant teams
• Anticipate customer needs and proactively address challenges
• Track customer health metrics and KPIs and identify potential issues early
• Use Gainsight to track customer activity and important data points
• Drive initiatives to improve customer experience, products, and processes
• Support the Regional Sales Team with customer renewals and expansion opportunities

Enterprise Customer Success Manager

General

• Run the daily and weekly operational cadence for the consulting team
• Manage day-to-day activities to support team morale, performance, and business alignment
• Analyze the incoming pipeline and assign consultants to Cortex XSIAM, XDR, XSOAR, and Cortex Cloud projects
• Manage billable utilization, mitigate burnout, and convert consultant downtime into strategic initiatives, training, and process improvements
• Standardize and own the customer engagement lifecycle, including kick-offs, project tracking, status reporting, and communication standards
• Handle project delays, scoping adjustments, and operational customer escalations
• Keep projects on track and remove administrative or scheduling blockers
• Work with technical leadership and management to improve Professional Services delivery frameworks and methodologies