Palo Alto Networks

Account Manager

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

Major Account Manager

Solutions Engineer

• Serve as the primary technical leader for the channel partner
• Collaborate to develop comprehensive business plans that align to strategic objectives
• Provide technical pre-sales support, including product presentations, demonstrations and solution architecture design.
• Collaborate with your sales peers to identify opportunities for new partnerships and expand existing ones
• Plan and drive detailed technical training sessions for the partner, ensuring they are proficient in the company’s products, solutions, and integration processes
• Support the partner with technical issues during and after product implementation, acting as a liaison between them and the company's technical support teams
• Applies Business and Technical Acumen to 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
• Drives results by maintaining detailed records of partner interactions, sales pipeline, and technical support provided, reporting progress to management regularly

Channel Solutions Consultant – GSI

• 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 meetings

Named Account Manager – SLED

• 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.
• 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.
• 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

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

• 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.

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

• 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

• 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

Major Account Manager

Channel Solutions Consultant – GSI

Named Account Manager – SLED

Solutions Consultant

Senior Customer Success Engineer

Solutions Consulting Manager

SASE Sales Specialist

Senior Manager, Sales Alliance Lead

Public Sector Proposal Manager

Business Development Manager

Solutions Consultant

AIRS Solution Specialist

Sales Enablement Architect, AI

Major Account Manager

Strategic Account Manager