Account Executive - Cortex & Cloud jobs at Palo Alto in Austria, Vienna

Being the cybersecurity partner of choice, protecting our digital way of life.

Your Career

In this role, you will use your experience and knowledge of applicable policies, regulations, and industry best practices to establish and follow appropriate protocol for employee relations issues and investigations within the Americas region. As a thought leader in this area, you will also have the opportunity to develop and deliver enablement to help create a workplace free from behavioral issues and distractions.

Your Impact

• Lead a small team of ER Partners in the Americas regions, responsible for coaching and mentoring team members to build their capacity in handling ER matters effectively.

• Provide strategic guidance to leaders and PBPs on sensitive employee relations matters including performance management, involuntary exits, interpersonal conflicts, leaves, and accommodations. Tailor strategy to the complexity, risk and sensitivity of the case.

• Drive restructuring initiatives in collaboration with stakeholders, ensuring effective communication, mitigated risk, and comprehensive support for leaders and employees throughout the process.

• Conduct investigations into complex and nuanced employment matters. Partner with PBPs, Legal and other parties to adhere to investigative best practices, reaching the optimal outcomes for our organization and employees.

• Use HR analytics and data to identify trends, diagnose issues and make data-driven recommendations to the leadership team and People team colleagues.

• Balance strategic thinking with technical expertise, compassion, and a commitment to acting with integrity.

• With the support of the Global Head of Employee Relations, assist in defining and executing on the ER strategy for the Americas, ensuring ER practices and processes support PANW’s organizational objective and culture.

• Lead, and contribute to, ER projects as necessary.

• Act as an advocate for equitable and fair treatment; ensure our practices continue to align to our company’s core values: Disrupt. Execute. Inclusion. Collaboration. Integrity.

Your Experience

• 8 plus years of employee relations experience gained in either a PBP or ER role, or equivalent experience as an employment attorney practicing employment law.

• Experience leading, managing, and scaling teams.

• Extensive practical experience advising on a wide range of sensitive and complex employee relations issues, including performance management, involuntary exits, interpersonal conflicts, investigations, and leaves/accommodations.

• Demonstrated experience executing on change management programs and restructures, with the ability to balance the efficient project-management of complex processes with empathy and care.

• Track record of effectively coaching leaders to action in sensitive or ambiguous situations, and the ability to handle confidential and sensitive information with maturity, discretion and professionalism.

• Excellent interpersonal skills, strong emotional intelligence, and the ability to build trust, rapport and influence across all levels of the company.

• Strong understanding of employment law, compliance and ER best practice, and the ability to pragmatically apply this knowledge in a commercial environment.

• Commitment to execution and operational excellence, with the ability to set priorities, stay focused, and manage time in a fast paced environment.

• Exceptional analytical and problem solving skills with a passion for using data and insights to make a positive impact on the business.

• Capable of challenging the status quo and flexing solutions to changing demands

Preferred Skills

• ​​Bachelor’s degree required; JD, MBA or other Advanced Degree preferred

• Experience of leading an ER team within a tech organization

• Global employee relations experience

• Project management experience

Compensation Disclosure

The compensation offered for this position will depend on qualifications, experience, and work location. For candidates who receive an offer at the posted level, the starting base salary (for non-sales roles) or base salary + commission target (for sales/commissioned roles) is expected to be between $151000- $244000/YR. The offered compensation may also include restricted stock units and a bonus. A description of our employee benefits may be found .

All your information will be kept confidential according to EEO guidelines.

Being the cybersecurity partner of choice, protecting our digital way of life.

Your Impact

• Join the fastest-growing team where experience meets cutting-edge solutions

• Build and cultivate strong customer relationships, driving business growth within the region.

• Partner with the core sales team to align customer strategies and engagements with Cortex and Cloud business objectives.

• Take full ownership of leading strategic sales campaigns and forecasting, utilizing in-depth knowledge of sales cycles from initial contact through procurement.

• Engage in deep technical discussions beyond standard sales presentations and pitches while translating complex technical cybersecurity solutions into clear business value propositions for customers.

• Collaborate closely with cross-functional teams, including sales engineers, to provide tailored customer-centric solutions.

• Partner with Alliances to develop joint strategies, enhance customer engagement, and deliver innovative solutions for existing and prospective clients.

• Travel domestically as needed to meet with customers and attend key business events.

Your Experience

• 5+ years of field sales experience focusing on key customer accounts and delivering value to public sector accounts in the cybersecurity industry.

• Extensive platform selling experience in complex sales with multiple buying centers.

• Experience selling SIEM, EDR, or CNAPP (DevSecOps, CloudOps) solutions is highly preferred.

• Established trusted relationships with CIOs and CISOs with the ability to influence and drive strategic conversations

• Expertise in applying complex solution sales methodologies to drive results.

• Experience working with channel partners and a deep understanding of a channel-centric go-to-market strategy.

• Demonstrated ability to thrive in a fast-paced, high-growth startup environment while collaborating effectively with sales engineers and cross-functional teams.

• Experience operating in a continuous adoption, expansion, and upsell sales motion within a matrixed sales organization is preferred

• Willingness to travel domestically as necessary to meet business needs.

All your information will be kept confidential according to EEO guidelines.

Being the cybersecurity partner of choice, protecting our digital way of life.

Your Impact

• Join the fastest-growing team where experience meets cutting-edge solutions

• Build and cultivate strong customer relationships, driving business growth within the region.

• Partner with the core sales team to align customer strategies and engagements with Cortex and Cloud business objectives.

• Take full ownership of leading strategic sales campaigns and forecasting, utilizing in-depth knowledge of sales cycles from initial contact through procurement.

• Engage in deep technical discussions beyond standard sales presentations and pitches while translating complex technical cybersecurity solutions into clear business value propositions for customers.

• Collaborate closely with cross-functional teams, including sales engineers, to provide tailored customer-centric solutions.

• Partner with Alliances to develop joint strategies, enhance customer engagement, and deliver innovative solutions for existing and prospective clients.

• Travel domestically as needed to meet with customers and attend key business events.

Your Experience

• 5+ years of field sales experience focusing on key customer accounts and delivering value to public sector accounts in the cybersecurity industry.

• Extensive platform selling experience in complex sales with multiple buying centers.

• Experience selling SIEM, EDR, or CNAPP (DevSecOps, CloudOps) solutions is highly preferred.

• Established trusted relationships with CIOs and CISOs with the ability to influence and drive strategic conversations

• Expertise in applying complex solution sales methodologies to drive results.

• Experience working with channel partners and a deep understanding of a channel-centric go-to-market strategy.

• Demonstrated ability to thrive in a fast-paced, high-growth startup environment while collaborating effectively with sales engineers and cross-functional teams.

• Experience operating in a continuous adoption, expansion, and upsell sales motion within a matrixed sales organization is preferred

• Willingness to travel domestically as necessary to meet business needs.

All your information will be kept confidential according to EEO guidelines.

Being the cybersecurity partner of choice, protecting our digital way of life.

Your Career

As a Principal Architect at Palo Alto Networks, you are responsible for improving the productivity of our sales teams through the creation and delivery of business-relevant security conversations to our key prospects and customers. As a thought leader, you will address cybersecurity related issues by leveraging the full Palo Alto Networks portfolio in a way that creates differentiated business value. As a trusted advisor, you will provide valuable insights and education on effective risk reduction, compliance, governance, and cost reduction through a prevention-first security approach based on the Palo Alto Networks security platform.

The Principal Architect’s value is measured in their ability to increase sales productivity by:

• Compelling communication to gain the trust and buy-in from Vice President and CXO contacts at our largest customers and prospects
• Setting and driving an agenda with the customer or prospect, both directly and with sales teams, and within the market through various engagements, including client workshops and architectural assessments and designs
• Developing and maintaining a deep understanding of competing solutions and architectures and being able to position a Palo Alto Networks approach successfully
• Uncovering new technology applications and use cases and aiding in creating presentations, documents, and deliverables that will illustrate value to prospects and customers and the Palo Alto Networks sales teams
• Uncovering and documenting technological/business value gaps between the Palo Alto Networks Cortex platform and competitive offerings and communicating these to the broader Palo Alto Networks Sales organization
• Becoming a valued resource to Product Management to discover and understand current shortcomings and competitive insights in our product suite and requirements for future strategic market segments
• Playing a role on the EBC team in creating customer messaging that ties the Cortex Portfolio together with the entire Palo Alto Networks Portfolio

Your Impact

• In this director-level role, you will lead and direct cross-functional teams within Palo Alto Networks to ensure the highest quality of product and service delivery focused on customer business outcomes
• As a thought leader, you will address customers and prospects security operations challenges and work with them to develop a successful strategy for their organization to implement Palo Alto Networks Cortex technologies in a way that creates differentiated business value
• Engage and establish an advisory relationship with key Manager, Director, VP, and CXO contacts at strategic customers to transform their security strategy
• Engage directly with senior technical and business leaders at key prospects and customers as a security expert to penetrate whitespace accounts and expand Cortex install base through the Identification, qualification, and closure of opportunities
• Work with the sales teams on strategic opportunities for the development and delivery of differentiated proposals which clearly demonstrate the business and technical value of Cortex
• Provide summarized and business-relevant feedback into content, Product Management, Product Marketing, Competitive Marketing, and Field Marketing based on customer engagements to improve Palo Alto Networks effectiveness in communicating its value proposition to prospects and clients
• Engage in continuous self-improvement and learning to maintain technical leadership of relevant technologies (security, data center, public cloud, networking, endpoint, etc.)
• As a trusted advisor, you will provide valuable insights and education on effective risk reduction, compliance, governance, and cost reduction through a prevention-first security approach based on the Palo Alto Networks security platform
• Becoming a valued resource to Product Management to discover and understand current shortcomings and competitive insights in our product suite and requirements for future strategic market segments
• Develop and maintain ongoing executive-level relationships with our largest XSIAM Customers to drive continued platform satisfaction and adoption
• Delivery of targeted CXO-level Threat and Risk Management Briefings by leveraging U42 research and Xpanse ASM Mappings
• Developing and maintaining an executive-level point of view on Cybersecurity trends with a deep understanding of security operations and the ability to successfully position a Palo Alto Networks approach

Your Experience

• Extensive knowledge of security operations, SIEM, attack surface management, network and endpoint security architectures, history, and trends
• Experience with SIEM, Log Management, XDR/EDR, and security investigation tools commonly used by large customers to run their security programs
• Demonstrable senior level experience in an IT vendor pre-sales or post-sales role - We will also consider applicants that have SIEM deployment expertise in an end user environment
• Demonstrable experience in establishing credibility and strategic messaging with large enterprise customers
• Knowledge of ancillary security areas such as identity management, public and private cloud architectures
• Self-motivated attitude to do whatever is necessary to close deals
• Expect to travel a minimum of 50%+ of the weeks in the fiscal year - This is a global role and will require travel both in theater and internationally - Travel will include customer and Palo Alto Networks location onsite meetings
• Strong communication (written and verbal) and presentation skills, both internally and externally
• Robust problem finding and solving skills, ability to analyze complex multivariate problems, and systematic approach to gain quick resolution, even under duress
• Super organizational skills
• Fluent German and advanced English language skills

Preferences

• Experience working with channel partners and understanding a channel-centric go-to-market approach
• Experience working with companies in the enterprise security space
• End customer background to validate your perspective with customers

All your information will be kept confidential according to EEO guidelines.

Being the cybersecurity partner of choice, protecting our digital way of life.

Your Career

As a Principal Architect at Palo Alto Networks, you are responsible for improving the productivity of our sales teams through the creation and delivery of business-relevant security conversations to our key prospects and customers. As a thought leader, you will address cybersecurity related issues by leveraging the full Palo Alto Networks portfolio in a way that creates differentiated business value. As a trusted advisor, you will provide valuable insights and education on effective risk reduction, compliance, governance, and cost reduction through a prevention-first security approach based on the Palo Alto Networks security platform.

The Principal Architect’s value is measured in their ability to increase sales productivity by:

• Compelling communication to gain the trust and buy-in from Vice President and CXO contacts at our largest customers and prospects
• Setting and driving an agenda with the customer or prospect, both directly and with sales teams, and within the market through various engagements, including client workshops and architectural assessments and designs
• Developing and maintaining a deep understanding of competing solutions and architectures and being able to position a Palo Alto Networks approach successfully
• Uncovering new technology applications and use cases and aiding in creating presentations, documents, and deliverables that will illustrate value to prospects and customers and the Palo Alto Networks sales teams
• Uncovering and documenting technological/business value gaps between the Palo Alto Networks Cortex platform and competitive offerings and communicating these to the broader Palo Alto Networks Sales organization
• Becoming a valued resource to Product Management to discover and understand current shortcomings and competitive insights in our product suite and requirements for future strategic market segments
• Playing a role on the EBC team in creating customer messaging that ties the Cortex Portfolio together with the entire Palo Alto Networks Portfolio

Your Impact

• In this director-level role, you will lead and direct cross-functional teams within Palo Alto Networks to ensure the highest quality of product and service delivery focused on customer business outcomes
• As a thought leader, you will address customers and prospects security operations challenges and work with them to develop a successful strategy for their organization to implement Palo Alto Networks Cortex technologies in a way that creates differentiated business value
• Engage and establish an advisory relationship with key Manager, Director, VP, and CXO contacts at strategic customers to transform their security strategy
• Engage directly with senior technical and business leaders at key prospects and customers as a security expert to penetrate whitespace accounts and expand Cortex install base through the Identification, qualification, and closure of opportunities
• Work with the sales teams on strategic opportunities for the development and delivery of differentiated proposals which clearly demonstrate the business and technical value of Cortex
• Provide summarized and business-relevant feedback into content, Product Management, Product Marketing, Competitive Marketing, and Field Marketing based on customer engagements to improve Palo Alto Networks effectiveness in communicating its value proposition to prospects and clients
• Engage in continuous self-improvement and learning to maintain technical leadership of relevant technologies (security, data center, public cloud, networking, endpoint, etc.)
• As a trusted advisor, you will provide valuable insights and education on effective risk reduction, compliance, governance, and cost reduction through a prevention-first security approach based on the Palo Alto Networks security platform
• Becoming a valued resource to Product Management to discover and understand current shortcomings and competitive insights in our product suite and requirements for future strategic market segments
• Develop and maintain ongoing executive-level relationships with our largest XSIAM Customers to drive continued platform satisfaction and adoption
• Delivery of targeted CXO-level Threat and Risk Management Briefings by leveraging U42 research and Xpanse ASM Mappings
• Developing and maintaining an executive-level point of view on Cybersecurity trends with a deep understanding of security operations and the ability to successfully position a Palo Alto Networks approach

Your Experience

• Extensive knowledge of security operations, SIEM, attack surface management, network and endpoint security architectures, history, and trends
• Experience with SIEM, Log Management, XDR/EDR, and security investigation tools commonly used by large customers to run their security programs
• Demonstrable senior level experience in an IT vendor pre-sales or post-sales role - We will also consider applicants that have SIEM deployment expertise in an end user environment
• Demonstrable experience in establishing credibility and strategic messaging with large enterprise customers
• Knowledge of ancillary security areas such as identity management, public and private cloud architectures
• Self-motivated attitude to do whatever is necessary to close deals
• Expect to travel a minimum of 50%+ of the weeks in the fiscal year - This is a global role and will require travel both in theater and internationally - Travel will include customer and Palo Alto Networks location onsite meetings
• Strong communication (written and verbal) and presentation skills, both internally and externally
• Robust problem finding and solving skills, ability to analyze complex multivariate problems, and systematic approach to gain quick resolution, even under duress
• Super organizational skills
• Fluent German and advanced English language skills

Preferences

• Experience working with channel partners and understanding a channel-centric go-to-market approach
• Experience working with companies in the enterprise security space
• End customer background to validate your perspective with customers

All your information will be kept confidential according to EEO guidelines.

Being the cybersecurity partner of choice, protecting our digital way of life.

Your Impact

• Ability to align partner needs and strategy with the value of Palo Alto Networks
• Provide product demos on all aspects of the Palo Alto Networks Platform
• Provide technical enablement and training to strategic/national partners
• Strategically position Palo Alto Networks with other technologies sold by partners
• Participate in partner business planning activities by supporting the development and execution of the partner technical business plan
• Facilitate the planning and preparation of partner Sales Engineers (SEs) in achieving Palo Alto Networks and industry certifications
• Oversee partner pre-sales activities, including competitive analysis, test plans, demos, proofs of concept, and RFPs
• Cross-communicate Palo Alto Networks and partner value propositions, especially between partner and Palo Alto Networks field SEs
• Understand and effectively present the Palo Alto Networks’ security platform
• Create, execute, and review a technical readiness plan with the CBM/regional sales team, including measurable achievements to track progress
• Provide localized technical training to partner’s pre-sales and post-sales technical resources
• Support product/service training of the partner sales teams
• Educate and promote the use of Palo Alto Networks support model and effective use of available resources
• Collaborate with the CBM/regional sales team on the development and management of the channel partner business plan and mutual action plans
• Understand and communicate the business advantages of a partnership with Palo Alto Networks
• Develop a strong understanding of Palo Alto Networks’ channel partner objectives

Your Experience

• BSCS or equivalent or equivalent military experience required and 6+ years of experience as a Pre-Sales Systems Engineer or Solution Consultant or Sales Engineer or Systems Integrator
• Pre-sales experience handling Commercial customers & partners
• Techno-Commercial Pre-sales experience handling solutions around Network Security (NGFW, IPS/IDS, WAF, DNS security etc), Cloud Security (CNAP, CWPP, WAAS etc), Secops (EDR/XDR, SOAR, SIEM, Threat Management, SOC etc)
• General understanding of local/national partner community, technology trends, and competitive landscape
• Strong communication and listening skills, including effective delivery of presentations
• Ability to write and speak clearly and precisely, and structure information logically for digestion
• Ability to ask questions to clarify situations before acting or making decisions
• An understanding of how to qualify partner needs to create accord
• Flexible and adaptable self-starter with strong relationship-building skills
• Intellectual curiosity, humility, accountability, and positive approach
• Demonstrable experience with systems installation, configuration, and administration of routers/switches, UNIX/Linux and Windows-based systems (prior Active Directory/LDAP experience desirable)
• Experience emphasizing L2-L4 Networking (L2 Switching architectures including Spanning Tree, IP routing including OSPF and BGP, L4 Load-balancing)
• Industry knowledge of security and network product and technology trends
• Experience selling, demonstrating, installing and/or solving network infrastructure security products
• Experience selling network infrastructure based security appliances including, but not limited to - Firewalls, SSL/IPSec VPNs, Security Proxies and Caches
• Practical experience working with routing and switching products that will be installed adjacent to our appliances
• Strong communication and presentation skills, both written and verbal
• Strong analytical skills, ability to analyze complex multivariate problems and use a systematic approach to gain quick resolution
• German Skills C1 required

All your information will be kept confidential according to EEO guidelines.