Palo Alto Networks

Technical Customer Success

• Maximize Customer Value: Prescriptive Technical Delivery
• Transform the Customer Journey
• Product-Specific Operational Tasks
• Technical Value Delivery
• Stakeholder & Project Management

Senior Customer Success Engineer

Solutions Engineer

• Technical leader for the District Solutions Consulting team.
• Work with District Sales Manager to build customer relationships.
• Provide solution guidance to help detect/prevent cyberattacks.
• Mentor and develop team members.
• Ensure value realization of customer investments.
• Drive Palo Alto Networks platformization efforts within accounts.
• Build and maintain relationships with key customers.

Solutions Consulting Manager

Sales

• Drive the sale of the Palo Alto Networks SASE portfolio in the Western Region of the US
• Work with a variety of other teams to execute the overall SASE Go-to-Market plan
• Provide thought leadership and enabling scale
• Exceed your quota and obtain/maintain subject matter expertise
• Create/update detailed written plans and regularly present to a variety of audiences

SASE Sales Specialist

• Manage GTM activities for the PwC Americas business, working with the Director, Americas Lead - PwC Partnership to develop and support GTM activities across specific sales segments in the region (Strategic, Majors, Enterprise)
• Partner closely with in-region core and specialist sales teams, collaborating with PwC counterparts to promote joint sales plays and drive net-new business and incremental market share
• Focus on delivering measurable business outcomes, including increased bookings and new customer acquisition through coordinated sales and marketing efforts
• Collaborate with cross-functional internal and partner teams to drive GTM sales, marketing, and enablement initiatives, while preparing and delivering partner business plans and supporting Quarterly Business Reviews (QBRs)
• Establish a regular cadence of relationship-building activities, leading 'partner peering' initiatives to strengthen executive and field-level engagement
• Support joint pipeline development by facilitating deal collaboration, providing weekly tactical support for order processing and management, and ensuring purchase orders are submitted in alignment with Salesforce forecasts
• Educate the North America PwC team on Palo Alto Networks' enterprise security platform and value proposition to accelerate joint business growth
• Build strong relationships with key PwC and Palo Alto Networks regional leaders across Sales, Marketing, Technical, Support, and Enablement functions
• Conduct inbound and outbound outreach while making regular onsite visits to regional PwC teams to identify new sales opportunities, grow pipeline, and strengthen partner engagement
• Collaborate with joint country leadership (Sales, SE, Marketing, Channel) to execute local business plans while ensuring the appropriate cross-functional stakeholders at PwC participate in business planning and approvals
• Develop and lead Quarterly Business Reviews (QBRs) with stakeholders from both organizations to measure progress against shared business objectives
• Capture and communicate PwC business needs internally, translating partner requirements into actionable solutions
• Proactively engage with PwC teams to generate new opportunities and increase introductions of Palo Alto Networks solutions to PwC clients and prospects
• Balance short-term revenue initiatives with long-term strategic partnership development
• Partner with the sales organization on tactical deal strategy, pricing, and leveraging investment funds and enablement resources

Senior Manager, Sales Alliance Lead

Proposal Manager

• Lead the development and delivery of high-quality, compliant, and winning proposals for the US Public Sector.
• Managing the end-to-end proposal process including Requests for Proposals (RFPs), Requests for Information (RFIs), White Papers, and Unsolicited Proposals.
• Ensure that proposals are compliant with customer and partner requirements.
• Work closely with Sales, Engineering, GTM, Product, Legal, and Compliance teams and other cross functional teams to ensure that the solution is technically compliant.
• Ensure 100% compliance with all federal, state, and local government procurement regulations and solicitation requirements.
• Support GTM-led pursuits in earlier stages of the pipeline (sources sought, RFIs, market research responses, sales campaigns, sales plays) to help shape requirements and position differentiators ahead of formal RFP release.
• Continuously evaluate and adopt new AI capabilities to improve proposal velocity, content reuse, compress cycle times, and cross-team collaboration with GTM and Sales.
• Share proposal insights and procurement intelligence to GTM and Sales at the rhythm of the business activities.

Public Sector Proposal Manager

Business Development Rep

• Develop and own the overall business development strategy for your assigned area
• Recruit, mentor, and lead a high-performing team of business development professionals
• Personally lead the most critical and complex partnership negotiations
• Serve as the primary business development liaison to senior leaders
• Stay ahead of market trends and proactively identify new opportunities for growth
• Develop and present compelling business cases and performance dashboards to executive leadership
• Represent Palo Alto Networks as a thought leader at key industry events

Business Development Manager

• Meeting and exceeding sales quotas by building and implementing strategic, technical account plans that target cross-platform solutions.
• Understands Key customer business requirements and has the ability to position, demonstrate and create high level designs across the entire PANW portfolio solutions creating business value for customers.
• Ability to drive customer adoption of Palo Alto Networks Platform.
• Building customer relationships by helping customers achieve increased productivity, operational efficiency, security efficacy, and greater flexibility to innovate.
• 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, influencing through effective presentations and customer-specific demos, and conducts technical engagements and workshops that are clear and impactful, simplifying complex ideas for various audiences
• Leading successful technical validation efforts based on best practices to ensure technical win in assigned opportunities.
• Demonstrates Cross functional leadership driving collaboration and 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 PANW's leadership in the cybersecurity space.
• 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.
• Identifying technical stakeholders and cultivating relationships with key personas to build and drive a security architecture transformation roadmap.

Solutions Consultant

General

• Define and execute on GTM strategy for AI security solutions
• Focus on accelerating customer adoption of solutions for securing AI applications
• Collaborate with cross-functional teams to drive pipeline generation
• Support development and execution of strategies to identify, qualify, and convert customers
• Conduct market research and competitive analysis to identify key segments
• Lead customer-facing activities, including presentations and demonstrations
• Engage in technical conversations regarding AI security challenges and solutions
• Build relationships with key customer stakeholders
• Collaborate with sales, marketing, product management, and engineering teams
• Educate customers on generative AI and position PANW for securing AI projects.

AIRS Solution Specialist

Sales Engineer

• Architect and own an end-to-end global enablement strategy for AI
• Actively leverage AI to create dynamic, data-driven learning paths
• Design, build, and personally deliver enablement initiatives
• Establish and track key performance indicators for AI initiatives
• Create an AI enablement roadmap for initiatives directly supporting key business objectives
• Build and deploy practical GenAI solutions to address seller pain points
• Serve as the "voice of sales" by building trusted partnerships with key stakeholders
• Influence and guide the creation of high-impact sales assets.

Sales Enablement Architect, AI

Account Manager

• Drive and orchestrate large complex sales cycles and work with our internal partners and teams to best serve the customer
• 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

Major Account Manager

• Drive new business and expansion across enterprise customers
• Serve as the go-to expert in Identity Security, influencing strategy and deal execution across complex enterprise opportunities
• Identify prospective clients within defined territory and market segments; drive new business in existing accounts with continuous development of long-term pipeline
• Lead and coordinate multi-seller plays - ensuring cohesive positioning, solution sequencing and joint account planning
• Partner with product, SE, and technical specialists to shape and deliver customer strategies
• Establish a professional and trusted relationship with customers and prospects, from the C-level to the Operational level
• Understand the competitive landscape and customer needs to effectively position Idira

Strategic Account Manager

• Manage and develop a Sales team of approximately 8
• Responsible for building a high-performance sales culture
• Track sales activity, provide sales projects, and create and analyze metrics
• Coach, develop, and mentor representatives to success in all aspects of the sales cycle

District Sales Manager – Public Sector

• Own the application, localized adoption, and quality governance of global COE methodologies.
• Establish seamless alignment between Professional Services (PS) and Customer Success / Scale & Optimize (S&O) organizations.
• Serve as the definitive regional authority and escalation point for complex methodology, scoping, and execution challenges.
• Enforce and champion a cohesive, end-to-end customer journey.
• Define, refine, and optimize operational ownership boundaries between PS and CS.
• Partner directly with regional Sales, Customer Success leadership, and GTM executives.
• Advise on strategic, marquee, and complex enterprise deals.
• Systematically capture and synthesize theater-specific insights into structured, data-driven telemetry.

Practice Lead

Security Engineer

• Lead the design and delivery of multiple major projects while proposing innovative detection ideas.
• Mentor and guide junior or mid-level researchers with technical direction and career development support.
• Drive advanced research into vulnerabilities and exploits to create effective IPS and ML-based detections.
• Ensure rapid response to Zero-Day vulnerabilities by releasing IPS protections to customers within 24 hours.
• Perform reverse engineering efforts to uncover new vulnerabilities and build proactive defenses.
• Define scalable detection methodologies for complex or emerging attack vectors across products.
• Partner with cross-functional teams to align detection strategy with product roadmaps and customer needs.
• Represent the team in technical discussions to help shape industry direction in threat prevention.

Senior Staff Security Researcher

Frontend Engineer

• Design and build frontend applications using modern frameworks (React, TypeScript)
• Develop data-rich interfaces that visualize system state, workflows, and platform activity
• Integrate frontend applications with backend services using REST or GraphQL APIs
• Collaborate with backend, product, and design teams to deliver end-to-end features