Palo Alto Networks

Capture Manager

• Lead strategic programmatic Business Development and capture efforts within the Department of Defense
• Identify target opportunities and qualify program pipeline
• Be the face of Palo Alto Networks to mission owners and stakeholders up to CXO-level
• Work closely with prospects and partners as a subject-matter sales expert
• Quarterback win strategies utilizing Field/Inside Sales, Proposal, Legal, Finance, and System Integrator teammates
• Provide relevant analysis/market information and strategic recommendations for bid/no-bid decisions
• Monitor bid-boards to find and track opportunities
• Ensure capture pipeline alignment with Sales Director’s priorities
• Lead pursuit team in developing and substantiating winning value propositions
• Prepare and provide information and decision briefings for senior management
• Validate/endorse technical solutions with Solution Architect/sales engineering
• Coordinate with Programs team for solution delivery feasibility
• Develop timelines and ensure key deal milestones and deadlines are met
• Manage post-award handoff to Programs team
• Work with Product Managers, Sales Engineering, Sales Operations, Legal and others to close complex opportunities
• Partner with business units to develop GTM approaches and repeatable processes
• Engage with senior decision-makers and influencers internally and within accounts

Business Development Capture Manager

Consultant

• Lead proactive incident preparedness projects, including TableTop Exercises (TTX), Incident Response Plans and Response Maturity Assessments
• Review Crisis Management, Incident Response, Business Continuity and Disaster Recovery Plans
• Plan and deliver a range of TTXs, including writing post exercise reports with detailed analysis and recommendations
• Manage and contribute incident preparedness and other cyber security engagements from initial scoping through to delivery
• Work directly with multiple customers and key stakeholders (security teams, system and network administrators and owners, C-Suite) to manage and deliver engagements
• Ability to perform travel requirements as needed to meet business demands (on average 20%)

Principal Consultant, Incident Preparedness – Proactive Services

Account Manager

• Support customers in securing cloud and on-premise environments and global workforce
• Collaborate with Account Managers on new customer acquisition and expansion of existing customers
• Own pipeline generation activities: customer analysis, prospecting, cold calling, outreach via email and LinkedIn, organizing/participating in events
• Follow up on pre-qualified leads with the sales team to ensure timely processing and pipeline creation
• Document all activities and customer interactions
• Support complex sales cycles coordinating external partners and internal teams
• Develop strong understanding of Palo Alto Networks solution portfolio and competitive landscape
• Identify client needs and provide guidance around products and services to increase customer satisfaction
• Monitor industry news and trends and assess impact on products and services
• Build long-term relationships with clients, partners, and internal stakeholders
• Meet or exceed metrics set by leaders and managers
• Travel as necessary within assigned territory

Associate Account Manager

Solutions Engineer

• Provide technical leadership and expertise and guidance in customer security transformation journey
• Define technical solutions that secure customer business imperatives and ensure value realization
• Evangelize PANW industry leadership in on-prem, cloud, and security operations services
• Meeting and exceeding sales quotas by building and implementing strategic, technical account plans
• Positioning, demonstrating and creating high level designs across the PANW portfolio
• Conducting discovery to understand technical, operational, and commercial imperatives
• Working closely with Professional Services, Customer Success and Specialist teams for implementation and adoption
• Demonstrating strong communication skills and influence through presentations, demos, technical engagements, and workshops
• Leading technical validation efforts and orchestrating supporting resources to ensure one-team approach
• Promoting end-to-end solutions including PANW and partner professional services
• Continuously investing in personal technical and professional skills and participating within Solutions Consultant community and industry events

Solutions Consultant – New Business

• Lead proactive incident preparedness projects, including TableTop Exercises (TTX), Incident Response Plans and Response Maturity Assessments
• Review Crisis Management, Incident Response, Business Continuity and Disaster Recovery Plans
• Plan and deliver a range of TTXs and write post exercise reports with detailed analysis and recommendations
• Manage and contribute to incident preparedness and other cyber security engagements from initial scoping through to delivery
• Travel as needed to meet business demands (on average 20%)

• Work across proactive cyber security domains including Cloud Security, Security Operations, Cyber Risk Management and AI in cyber security
• Design and implement organizations' security operations programs, structures, and capabilities
• Perform detailed assessments, identify areas for improvement and make recommendations to transform cyber security operations
• Conduct threat hunting and/or compromise assessments to identify IoCs
• Advise on cloud security, perform cloud risk assessments and support cloud migrations
• Perform cyber security threat & risk assessments to support development of strategies and roadmaps
• Provide executive presence, public speaking, and contribute to practice development
• Collaborate internally and with sales teams; travel as needed to meet business demands

Principal Consultant, Proactive Services - SOC

• Drive and orchestrate complex sales cycles and collaborate with internal partners to 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

Named Account Manager, Healthcare

• The Strategic Account Manager partners with customers to secure their entire digital experience.
• You’re responsible for leading and driving new engagements within Palo Alto Networks’ largest clients.
• You’ll drive and orchestrate complex sales cycles and work with internal partners to serve the customer.
• Your consultative selling experience will identify business challenges and create solutions for our customers.
• Understand the competitive landscape and customer needs to position the portfolio.
• Create clear goals and accurate forecasting through a detailed territory plan.
• Leverage prospect stories to create a compelling value proposition; stay updated on industry trends.
• Travel within territory as necessary; collaborate with channel partners.
• Our training program FLIGHT supports onboarding.

Strategic Account Manager

Analyst

• Perform attack surface discovery on client internet-facing networks, thoroughly investigating thousands of possible assets and making informed ownership decisions
• Partner with sales and customer success to answer technical client questions and help explain and demonstrate the software's use cases to prospects/customers
• Partner closely with product and engineering teams to refine our attack surface discovery toolset
• Review of technical documentation for training materials, technical marketing collateral, manuals, troubleshooting guides, etc.
• Participation in on-call duty

Attribution Analyst

Business Development Rep

• The Unit 42 Senior Business Development Manager, Law Firms is responsible for growing demand for Unit 42 services from the top cyber law firms in the United States and Canada.
• This person will have a strong understanding of the incident response services market landscape, value proposition for clients, go-to-market, as well as how these services are sourced through engagement with law firms.
• Candidates should have a track record of building and nurturing relationships with key decision makers at the cyber practices of these top law firms.
• This position is full-time and can be remote.
• Your Impact Increase number of engagements referred to Unit 42 from law firms and expand presence
• Establish new and deepen existing relationships with key stakeholders at the cyber practices of key law firms
• Develop and curate thought leadership relevant to this market to further establish Unit 42 as a market leader
• Perform Quarterly Business Reviews and/or cyber threat landscape briefings with partner firms
• Partner with Unit 42 Consulting and Palo Alto Networks go-to-market teams to develop and leverage resources to engage and activate new and existing partners
• Develop tailored value propositions and per-partner agreements to support increased activation and demand

Sr Business Development Consultant, Law Firms

• Your Career In this role, you will define and execute GTM and field enablement programs with Cortex technical partners. Ensure a high degree of satisfaction and success with partner relationships. Execute GTM tasks include marketing, strategic positioning, pipeline tracking/opportunity development, etc. Collaborate cross functionally with sales, customer success, marketing, legal, product management, etc. to drive development of partner relationships, evangelize integration value messaging, and identify ways to help increase adoption, sales opportunities, and revenue. Identify candidate partners (existing or new) and holistically build GTM plans and execute for success including marketing, positioning, sales enablement, QBRs, opportunity tracking, etc. Launch programs (internal and external) to drive value and measure success. Your Impact Partner Execution : Build packages and plans to encourage partner involvement. Recommend deployment plans, build schedules, etc. Create and execute offerings for lead gen, deal reg, MDF, etc. to improve partner relationships and collect qualified leads Gain internal alignment and permissions to deploy programs Sales Alignment : Prepare enablement packages and lead education sessions Drive execution in customer opportunities Diagnose and remove user adoption barriers and partner workflow obstacles (product, partner, pricing, training, etc.) - learn, report, and propose plans to fix issues Convey the value of the Marketplace and build pipeline of partners to contribute Customer-focused : Drive integration adoption and build program plans and strategies Interface with customers - conduct product interviews, etc. Align with Product Management and Customer Success teams Go-to-Market : Create blogs, joint press releases, solution briefs, slide decks, case studies, etc. Deliver presentations to users and partners during live, recorded, and virtual events, including: webinars, meetings, videos, and industry conferences Plan and execute events, drive partner sponsorships, and general attendance Partner closely with Product Marketing and Field Marketing

Senior Technology Partnerships Manager

Manager

• The Solutions Consultant Manager is the evolution of the traditional Sales Engineer Manager role, aligning how we lead teams to best serve our customers in understanding their environment, providing solution guidance and ensuring value realization in their investment with Palo Alto Networks.
• As our Solutions Consultant Manager, you are the technical leader for your District Solutions Consulting team.
• You will work closely with the District Sales Manager and, along with your team, build relationships with your customers with the goal of helping them detect and prevent advanced cyberattacks and breaches.
• Our customers need guidance on what applications to deploy from our platform.
• Your guidance, expertise, and mentorship of your team will keep them ahead of the latest cyberthreats and stay on the leading edge of prevention.
• As the technical leader for your assigned territory, you will guide and develop your team to define innovative technical solutions that secure customers' key business imperatives and maximize the value of their investment with Palo Alto Networks.
• You will champion our industry leadership in on-premises, cloud, and security operations services, establishing Palo Alto Networks as the preferred cybersecurity partner for your customers.
• You will also nurture talent within your team and provide valuable feedback to the product management team on new feature requests and product improvements based on insights gained from your customer interaction.
• Your team will play a key role in defining technical solutions that secure a customer’s key business imperatives and ensuring value realization of their investment with Palo Alto Networks.
• Your Impact Recruit and hire new Solutions Consultants into the territory, hiring the best talent in the industry
• Responsible for training, mentoring, and reviewing employees on your team, keeping them engaged and successful in their careers
• Support field Solutions Consultant team in complex evaluations, problem-solving and challenging customer environments
• Leads and coaches team on successful technical validation efforts based on best practices to ensure technical win in assigned opportunities.
• Define, create and monitor individual development plans for your team
• Works closely with Professional Services, Customer Success and Specialist teams to ensure overall customer implementation and adoption of solutions.
• Provide effective technical leadership in customer interactions to include sharing security trends and standard methodologies employed by other customers to actively be part of the selling process
• Drive Palo Alto Networks Platformization efforts within your accounts.
• Work closely with the Domain Specialist Manager to ensure optimal use of resources and align the required resources to the projects you are handling
• Act as an escalation point to collaborate with pre-sales and post-sales teams for any issues that arise
• Build and maintain relationships with key customers to solidify reference accounts and to assist the account teams with defining plans to drive more business
• Present to customers as our expert in your area at all levels in the customer hierarchy from technician to CIO
• Discuss competitor products in the marketplace and positions ours as the best alternative
• Working with Product Management, Technical Marketing, and R&D to build requirements and product features for our large customers and provide feedback from customers 50-75% travel within the region
• Work with your sales counterpart (DSM) to develop a technical strategy that accelerates growth. Identify key verticals, markets, use cases, and solutions to focus on, and devise a comprehensive strategy and engagement model tailored to your region or district.

Manager, Solutions Consulting

• 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.
• You will play a key role in defining technical solutions that secure a customer’s key business imperatives and ensuring value realization of their investment with Palo Alto Networks.
• You evangelize our industry leadership in on-prem, cloud, and security operations services that establish PANW as your customer’s cybersecurity partner of choice.
• Your Impact Curiosity is core to the Solutions Consultant role, and you see complex problems as opportunities to learn and deliver innovative solutions!
• You define your impact by: Meeting and exceeding sales quotas by building and implementing strategic, technical account plans that target cross-platform solutions
• 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 II

• Support internal and partner stakeholders with technical architecture, offer design, solution innovations, and knowledge management for Cortex Cloud
• Design, build, and implement cloud security services and partner offerings
• Develop service descriptions, use cases, technology mappings, delivery flows, runbooks, and troubleshooting guides
• Provide technical enablement, pre-sales support, partner training, and ongoing advisory
• Create and influence technical documentation and maintain labs, demos, and training environments
• Optimize partner offerings and champion internal enhancements based on partner feedback
• Collaborate with internal SMEs and architect solutions to strengthen partner security posture

Partner Solutions Architect, Cortex Cloud

Director

• Serve as a key contributor to the development, maturation, and innovation of SOC, AI Security, and Cloud Security consulting services
• Lead and deliver technical and strategic cybersecurity assessments in areas such as SOC maturity, cloud security, AI/ML model and implementation risks, and application/infrastructure security
• Translate technical findings and observations into clear, actionable business risk implications and strategic recommendations
• Conduct reviews and assessments based on frameworks such as NIST CSF, MITRE ATT&CK, ISO 27001, and other industry standards
• Provide deep subject matter expertise and delivery leadership across a range of environments, including cloud-native, hybrid, and on-premises ecosystems
• Provide strategic guidance on the development of security programs, operations models, threat detection capabilities, and incident readiness
• Drive cross-functional value by integrating the Palo Alto Networks product platform (e.g., Cortex XSIAM, Prisma SASE, Precision AI) into consulting engagements where applicable
• Engage in a pre-sales capacity with client prospects, uncovering cybersecurity pain points across SOC operations, cloud infrastructure, and AI system implementations
• Identify alignment between Unit 42 solutions and customer challenges, crafting and delivering communications that clearly articulate solution value and outcomes
• Support engagement teams in addressing and overcoming deep technical objections that arise throughout the delivery process
• Strengthen the team’s ability to tie recommendations to each client’s unique business processes, strategic initiatives, and risk mitigation objectives
• Lead the practice and invest in developing long-term client relationships that support Unit 42’s goal of becoming a trusted strategic advisor
• Lead the design, development, and delivery of consulting enablement content to grow capabilities across the Unit 42 team
• Partner with Palo Alto Networks product development teams by contributing to feedback loops that support bi-directional communication on product features, delivery impact, and consultant needs in reducing customer risk

Consulting Director – Specialized and Proactive Services

Sales

• Drive the sale of the Palo Alto Networks SASE portfolio in the Western Region of the US
• Execute the SASE Go-to-Market plan and provide thought leadership and enable scale
• Exceed quota, maintain subject matter expertise, create/update detailed written plans, and present to various audiences
• Work with cross-functional resources, identify cross-selling and up-selling opportunities, establish relationships with and sell through channel partners
• Conduct in-person sessions, webinars and create learning materials
• Travel 50%+ throughout the Western US and to company-wide meetings

Business Development Capture Manager

Principal Consultant, Incident Preparedness – Proactive Services

Associate Account Manager

Solutions Consultant – New Business

Principal Consultant, Incident Preparedness – Proactive Services

Principal Consultant, Proactive Services - SOC

Named Account Manager, Healthcare

Strategic Account Manager

Attribution Analyst

Sr Business Development Consultant, Law Firms

Senior Technology Partnerships Manager

Manager, Solutions Consulting

Solutions Consultant II

Partner Solutions Architect, Cortex Cloud

Consulting Director – Specialized and Proactive Services

Sales Specialist, SASE