דרושים Business Development Insurance Channel ב-Palo Alto

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

Your Career

As a Principal AI Engineer for the Enterprise AI Platform, you will be a pivotal technical leader driving the identification, design, and hands-on implementation of AI-powered solutions that directly address critical business challenges across IT and all enterprise functions (Sales, Marketing, Finance, HR, Legal, etc.). You will operate where AI innovation, top-tier engineering, and significant business outcomes converge, acting as the technical bridge between complex business problems and cutting-edge AI execution. Leveraging our robust Enterprise AI Platform, you will translate ambiguous problems into concrete AI solution designs, build core components of these solutions, and ensure their successful deployment and measurable impact, supporting both code-based and low-code/no-code approaches.

Your Impact

• Applied AI Solution Design & Architecture: Deeply understand complex business problems and strategic objectives across various enterprise functions. Break down ambiguous AI problems into concrete, actionable AI solution designs, including identifying the appropriate AI models, data requirements, and integration points for end-to-end AI applications
• Hands-on Development & Implementation: Lead the hands-on development and implementation of key components of the AI assistant, agent, app, supporting both traditional and Generative AI model development, deployment, and real-time inference systems. Drive the successful integration of experimental AI technologies into production, showcasing tangible business value through rapid prototyping and measurable results
• System Design & Optimization: Contribute significantly to the detailed design of large-scale, distributed AI/ML systems, ensuring performance, reliability, security, and developer-friendliness. Optimize existing systems for scalability, efficiency, and maintainability, ensuring the platform's ability to handle massive scale data and inference requests, optimizing for low latency and high throughput for real-time AI applications
• Rapid Experimentation & Integration: Evaluate and integrate new AI tools, frameworks, SDKs, and cloud solutions into the platform, ensuring alignment with architectural strategy and engineering needs. Lead proof-of-concepts (POCs) for emerging AI innovations and drive their integration into production through long-term architectural evolution
• Architectural Adherence & Best Practices: Champion and enforce design standards, patterns, and best practices for scalable and secure development of AI assistants, agents, and applications across various teams
• Technical Leadership & Mentorship: Provide technical leadership and mentorship to other AI and ML engineers, fostering a culture of engineering excellence, innovation, and hands-on experimentation within the team and across the company
• Cross-Functional Collaboration: Partner effectively with executive leadership, data science teams, engineering, product stakeholders, and business leaders to translate complex business use-cases into scalable, production-grade AI solutions. Act as a go-to expert for complex AI engineering challenges, providing technical guidance and hands-on support
• Responsible AI & Governance: Implement features and practices that ensure AI systems comply with responsible AI principles, data governance, privacy laws, security policies, and ethical AI frameworks.
• Innovation & Research: Actively learn and incorporate advances in Agents, Generative AI, LLMs, and scalable AI architectures. Actively research and evaluate cutting-edge AI/ML techniques, algorithms, and models (e.g., foundation models, multi-modal AI) to identify opportunities for platform enhancement and new solution development
• MLOps and Automation: Lead the implementation and continuous improvement of MLOps pipelines, including automated model training, versioning, deployment, and monitoring, to streamline the AI lifecycle. Design and implement automated testing strategies for AI models and platform components to ensure model quality, robustness, and drift detection

Your Experience

• 10+ years of experience in software engineering, distributed systems, or enterprise architecture, including at least 5 years focused on leading AI/ML engineering or platform development
• Proven expertise in designing and building complex, enterprise-grade AI/ML platforms and applications, ideally across multiple domains (e.g., customer support, finance, sales)
• Deep practical understanding of the full AI lifecycle for developing assistants, agents, and applications, including feature engineering, RAGs, model training, evaluation, validation, deployment, and monitoring
• Extensive hands-on experience with distributed systems architecture, streaming data platforms, data lakes, and real-time decision engines
• Generative AI & Large Language Models (LLMs): Direct hands-on experience with Generative AI technologies, including Large Language Models (LLMs), multi-modal models, RAGs (Retrieval-Augmented Generation), and agentic AI systems. Familiarity with techniques for LLM alignment, fine-tuning, and responsible deployment
• Proficiency in modern AI/ML frameworks (e.g., TensorFlow, PyTorch, JAX) and cloud AI/ML platforms (e.g., AWS SageMaker, Google Cloud AI Platform/Vertex AI, Azure ML)
• Strong programming skills in languages such as Python, Java, or Go
• Excellent communication skills with a track record of influencing technical and cross-functional stakeholders at VP+ levels
• System-Level Thinking: Demonstrated ability to think at a system level, understanding complex interdependencies within distributed AI architectures and optimizing end-to-end performance

Preferred Qualifications

• Master's degree or Ph.D. in Computer Science, Machine Learning, or a related technical field or equivalent military experience required
• Experience contributing to open-source AI projects or publications in top-tier AI conferences
• Prior experience in a technical consulting or solutions architecture role, bridging technical teams and senior business stakeholders
• Deep understanding of cybersecurity principles as they apply to AI systems

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 $179000/YR - $290500/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

• Provide necessary data and reports to distributors to set plan targets and KPIs

• Responsible for scheduling, preparing, and leading recurring Business Review meetings (QBRs) at least three times per year with cross-functional audience Sales Management, Marketing, Services, Channel SE team, and optional attendees from Regional, Theatre, and WW management including executive QBRs

• Meet with Distributors to update the annual business plan with the previous quarter’s results and set targets, objectives, and activities for a new quarter and frequently convene to assess ongoing trajectory of the business and adjust activities as needed to drive better results

• Responsible for establishing senior executive relationships and leveraging your rapport with distributors’ executives to influence investments in and positive outcomes for Palo Alto Networks.

Lead monthly updates with the distributor(s) to cover relevant new company information or content provided in the previous month. Ensure company content, programs, and update proper “land” within the distributor and share calls-to-action for distributors with said updates

• Increase the distributor’s quoting utilization. Provide adequate training. Monitor and share quoting utilization statistics with distributors monthly.

• Responsible for semi-annual NextWave Program Compliance efforts for Distribution Managed Partners, including working with the distributor(s) on plans to address gaps in Partner requirements and to make the decision on up-leveling, downgrading, or off-boarding these Partners

• Work closely with the Renewals team and distributors to improve renewals process efficiency and to improve key Renewal business KPIs

• Building and monitoring plans with distributors to drive attendance to important Palo Alto Networks global, regional, and local events

• Give face-to-face presentations to distributors at the start of each quarter for product updates, business opportunities, best practices from other distributors in other regions

• Facilitating cadence of “Peering” between local management teams

• Facilitating local Sales team engagement with Distribution

  • Each distributor is invited to make a presentation to PANW Sales organization during a weekly Sales meeting at least 1 time per quarter

• Handle (solve or escalate) all escalations related to day-to-day order processing and Distributor Credit situations

• Be onsite (when able) at a local distributor at each end of month / EOQ and participate actively in the “War Room” virtual environment at EOM/EOQ to ensure flawless execution of all Commit orders

• Ensure distributors are proactively reviewing their pipeline to ready their systems and account for processing orders with available credit and no minor mistakes

• Manage the Distribution Rebates by setting targets and defining MBOs; provide regular Rebate updates – this should include QTD against target funnel and in Quarter pipeline report

• Manage all processes and documentation related to Distribution Development Funds (DDF)

• Manage all processes and documentation related to Distribution Co-Funded Heads

• Manage open Pipeline weekly. Use Clari to understand which deals are coming in each week/month/quarter and work proactively with distributors to ensure all orders are closed and processed by their committed Close Date

• Lead weekly forecast call with each local distributor to review weekly/monthly/quarterly

• Work with distributors and Marketing Manager to have all Marketing plans and Distribution Development Plans (DDF) submitted as per the timeline and process

• Work with Distributors on marketing plans that drive net-new account acquisition and install base expansion

• Attend local sales and marketing events hosted by Distributors and Distribution Managed Partners

• Work with Distributors and Channel/Product Market to develop, land, and monitor Channel Sales incentives and promotions for Distributors and Distribution Managed Partners

• Coordinate efforts and drive alignment between Distributors and PANW Inside Sales Team; proactively schedule sales activities onsite between Inside Sales and Distributors

• Regularly share important SFDC reports with Distributors

Your Experience

• 5 – 7 years of distribution or channel management experience

• 2 – 3 years of channel sales management experience in vendor environments,

• 2 – 3 years of Program Management or BU Management or close work in channel programs

• Working knowledge and experience selling technology solutions

• Proven experience influencing senior-level partner executives

• Ability to develop complex partner and territory plans and strategies

• Skilled in developing business plans, contributing to strategic plans, and devising reporting to track business Key Performance Indicators (KPI) and return on investments (ROI)

• Strong presentation skills and the ability to describe market transitions

• Proven ability to communicate effectively and professionally (verbal and written) with customers and interface with a variety of organizations. - Clear and concise

• Strong leadership skills with the ability to develop and manage virtual sales teams

• Strong time management, organizational, and negotiation skills

• Professional IT Sales and business development experience

• Strong public speaking skills

[Input by recruiter and audited by recruiting specialist]

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 $0 - $0/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.

This role may require travel to and from Palo Alto Networks, Inc. business meetings and events and requires reliable transportation to do so. If a hire chooses to drive in connection with company business, the hire for this role must maintain a valid driver’s license.

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

Your Career

We are seeking a Principal Product Manager with an AI first mindset to drive requirements, development, and deployment of our critical Configure, Price, Quote (CPQ) system for Palo Alto Networks (PANW)Sellers, Partners and Distributors. In this role, you will be responsible for driving digital transformation utilizing cutting edge AI technologies to help us scale our Sales, Services Implementations with Sellers, Partners and Distributors.

Your Impact

• Requirements Gathering and Analysis
  • Elicit, analyze, and document business requirements from stakeholders using various techniques such as interviews, workshops, and documentation review leveraging AI powered tools to extract key insights.
  • Conduct thorough analysis of business processes, workflows, and systems to identify areas for improvement and opportunities for AI / Agentic solutions
  • Translate business requirements into clear and detailed functional specifications, user stories, and use cases for IT projects
• Solution Design and Validation
  • Work closely with product managers, architects, developers, and cross functional IT teams to design, innovate and validate technology solutions that meet business requirements and align with architectural standards
• Testing and Quality Assurance
  • Work with QA/QE function to develop and execute test plans, test cases, and test scripts to validate system functionality, performance, and usability against business requirements - where applicable, work with QA/QE to automate test cases for regression testing
  • Collaborate with stakeholders to conduct user acceptance testing (UAT) and ensure that technology solutions meet business expectations and quality standards
  • Facilitate defect triage and resolution, working closely with development teams to address issues and ensure timely delivery of high-quality software releases
• Stakeholder Communication and Relationship Management
  • Serve as a liaison between business and IT teams, facilitating effective communication, collaboration, and alignment throughout the project lifecycle
  • Build and maintain strong relationships with business partners, understanding their needs, priorities, and challenges to effectively advocate for technology solutions that drive business value
  • Provide regular updates and status reports to stakeholders, project teams, and management, highlighting progress, risks, and opportunities for improvement

Your Experience

• 12 years of experience and a bachelors or 8 years of experience and a masters degree
• Minimum 8-10+ years of experience in Product Management or a related field
• Bachelor's Degree in business administration, computer science, engineering, or an equivalent combination of skills, training, and experience - Master's degree preferred
• Knowledge and experience with Salesforce CPQ is a must.
• Experience driving innovative CPQ solutions using AI
• Knowledge of the Q2C quote to cash) process is preferred
• Advanced analytical skills and a track record of driving analysis for new, innovative, and disruptive products
• Extensive experience working with and guiding cross-functional teams in a high technology company
• Advanced data analysis and visualization skills is required
• Experience with different requirement gathering techniques (e.g., workshops, interviews, user stories, use cases)
• Outstanding written and verbal communication skills, with the ability to present complex information to various audiences
• Exceptional leadership and mentoring abilities
• Strategic thinking and problem-solving skills
• Ability to influence and drive consensus across multiple stakeholders
• A proactive, self starter with a results-driven attitude and an ability to thrive in a fast-paced environment
• Must be in SF bay area to be onsite 3 days/week

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 $194,000 - $260,000/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.

Job Summary

Forge the Future of Cloud Security

You'll be a security pioneer, designing and scaling the core backend infrastructure for the Cortex Cloud Platform. Your work will directly impact the security posture of thousands of customers across AWS, Azure, and GCP. This isn't just a role—it's your chance to own projects and architecture that define the future of cloud defense.

Key Responsibilities

• Your Mission : The Principal Impact
• As a technical leader, you'll be the driving force behind high-impact projects, moving them from initial concept to full-scale deployment
• Own the Architecture: Lead the design and implementation of large-scale, resilient distributed systems
• Drive Execution: Serve as the project lead, aligning key stakeholders—from Product Management and UX to fellow engineering teams—to ensure seamless, timely delivery
• Cross-Functional Mastery: Act as a technical consultant and collaborator across team boundaries, proactively identifying and mitigating risks in design and execution
• Data at Scale: Design, build, and optimize data models and high-performance queries using cutting-edge technologies like MySQL and BigQuery to handle massive data throughput
• Mentor and Elevate: Actively mentor and guide engineers across the department, raising the bar for engineering excellence and best practices

Preferred Qualifications

What You'll Bring: The Core Experience

• You are a seasoned engineer who lives and breathes cloud-native development and is ready to step into a Principal role
• 7+ years of progressive software engineering experience, with a heavy focus on developing cloud-native applications at scale
• Expert-level programming skills in at least one of: Python, Go, or Java
• Deep practical experience in distributed systems architecture and microservices
• Proven ability to build and deliver high-volume services, leveraging technologies like ElasticSearch, Pub/Sub, REST APIs, and Serverless computing
• Exceptional troubleshooting abilities and a "can-do" attitude when faced with complex, ambiguous problems
• A strong understanding of public cloud design considerations (security, networking, load balancing) and the limitations of building services at a global scale
• Experience acting as a hands-on tech lead or architect, making data-driven trade-off judgments

Salary 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 $147000/YR - $237500/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.

Your Career

As a Senior Manager, you will drive key NetSec sales initiatives and optimize processes that enhance value for our internal sellers, partners, and distributors. You will oversee operational cadences, monitor the effectiveness of support and sales plays initiatives, and leverage your expertise to ensure operational excellence and contribute directly to our business growth.

Your Impact

Go-To-Market: Develop & Execute GTM approaches to accelerate revenue in strategic markets and partners globally

Your Experience

• 15+ years experience in Go-To-Market and/or Strategy.
• Bachelor's degree in Business, Finance, or a related field (Master's degree highly preferred) Or equivalent military experience.
• Strong organizational skills, self-starter, and ability to quickly identify and resolve inefficiencies across the business.
• Deep experience working with data & analytics
• A mission-driven, team player approach with a desire to make an impact and difference.
• Prior experience in Sales is preferred.
• Exceptional communication skills and proven ability to create and manage initiatives across numerous cross-functional stakeholders.
• Strong understanding of sales processes and methodologies.

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 $158,000 - $232,000/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 Career

This role will directly manage a strategic portfolio of cross-functional CPQ integration initiatives spanning Sales, Finance, Legal, and IT. Success requires a deep partnership with executive business leaders, product management, and technical teams to define and realize the future state of our quoting systems.

The ideal candidate has demonstrated leadership in process design, large-scale system transformation, and defining requirements, with a proven ability to assess "below the line" and "above the line" organizational impacts. You must be comfortable leading through high ambiguity, expertly influencing without direct authority across organizational silos, and making robust, data-driven decisions. Exceptional cross-functional collaboration and executive presence are non-negotiable for success.

Your Impact

A. Strategic Architecture & Planning

• Deconstruct and architect solutions for complex business challenges related to CPQ (e.g., quoting efficiency, order accuracy, integration complexities between CSP and PANW) with a long-term, scalable view.

• Define and structure complex, cross-functional workstreams to solve end-to-end CPQ business problems, moving beyond mere technology implementation.

• Proactively identify and manage critical interdependencies and risks across Sales, Marketing, Channel, Customer Success, Finance, Legal, and IT.

• Establish business outcome-driven milestones and lead indicator KPIs (e.g., quoting cycle time reduction, order processing accuracy, revenue recognition efficiency) that clearly measure value delivery.

• Assess and mitigate end-user (e.g., seller, deal desk, finance) impact and institutionalization requirements globally.

B. Execution & Advanced Program Leadership

• Translate high-level strategic CPQ integration objectives into detailed, iterative execution roadmaps and effectively drive the underlying technical and process sprint plans.

• Proactively eliminate critical blockers and navigate organizational resistance through structured problem-solving and executive-level engagement across business, operations, and IT.

• Communicate crisply and strategically to executive stakeholders via status updates, Steering Committees, and formal presentations, ensuring alignment and decisiveness.

• Expertly influence stakeholders across all functions and levels—building trust and driving accountability across all program contributors.

C. Institutionalization & Enterprise Change Management

• Own the holistic view of change implications across global field teams and internal functions impacted by CPQ integration.

• Directly partner with Sales Enablement, Field Communications, and Operations to design and implement impactful rollout and capability-building plans that ensure adoption.

• Mandate and embed robust change management strategies, including comprehensive process documentation, training structures, and enduring support mechanisms.

D. Value Realization & Continuous Improvement

• Establish governance with Operations and Analytics to rigorously track success metrics and measure financial realization post-implementation.

• Formalize a continuous feedback loop with field users and process owners to drive iteration and ensure future program phases deliver increasing value.

Your Experience

• 8+ years in partner operations, channel operations, or related business operations roles, preferably within a SaaS or high-growth tech company

• Proven success managing partner incentive programs, compensation frameworks, or operational policy implementation across partner ecosystems (resellers, distributors, GSIs, MSSPs, and CSPs)

• Hands-on experience with Salesforce (CPQ, PRM) and inventive management platforms like Varicent. Experience with cloud marketplace private offers is a strong plus.

• Advanced skills in Excel/Google sheets (pivot tables, vlookups, visual storytelling) and Powerpoint/Google Slides

• Demonstrated ability to identify operational gaps, define scalable solutions, and drive cross-functional alignment to implement them

• Deep understanding of governance, compliance requirements, and audit controls related to partner compensation and incentives.

• Strong business acumen and judgment, analytical and problem-solving skills, and ability to structure solutions to complex problems

• Strong communication, collaboration and leadership skills and the ability to effectively partner with all levels of management

• Self-starter, highly motivated with insatiable curiosity to learn about and influence the business

• Works well within a matrixed environment, with ability to manage simultaneous projects with multiple stakeholders, and tight deadlines

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 $145,000 - $213,000/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 Career

As a key member of Layer-7 Security group, you will be responsible for leading a team to design and develop device identity solutions, and other security features on the next-generation firewalls. You will work with product management on user requirements, apply your knowledge to functional design, utilize your programming skills for efficient and robust implementation, and interact with quality assurance and field support teams throughout the entire software development cycle.

Your Impact

• Lead the technology strategy for building out world class data security solutions, influencing critical decisions on technology, architecture, integration, and go to market

• Drive a results-oriented culture with a strong focus on execution, quality, and speed

• Lead cross-functionally with Product Management, Software, Quality Engineering, DevOps and SRE teams to deliver new security as a service offerings to the market in a timely fashion with excellent quality

• Contribute to the design, architecture, process, and development discussions

• Manages engineering teams that builds, designs, implements, and maintains cloud security infrastructure and platforms, owning e2e responsibilities of the solution

• Develop a strong culture of diversity, intellectual curiosity, problem-solving, and openness

• Work closely with customer support teams to improve end-customer outcomes

• Be a strong mentor and coach to the team

• Foster innovation in the organization

• Ability to handle multiple competing priorities in a fast-paced environment

• Hiring, developing, and mentoring software developers, and managing

Your Experience

• 15+ years of experience in highly technical roles in development of enterprise services, at large organizations or innovative startups

• 7+ years of experience managing software engineering teams

• Highly Proficient in the C programming language and familiarity with Unix/Linux software development environment

• Extensive hands-on experience and working knowledge of security concepts - especially FW

• Experience with large-scale and high-performance software design and development is preferred

• Experience with backend development (Rest APIs, Databases, Serverless computing) of distributed cloud applications.

• Strong leadership skills with a can-do attitude and ability to make trade-off judgements with data driven decision making

• Enjoys working with many different teams with strong collaboration and communications skills

Preferred Qualification

• BS/MS in Computer Science, other engineering/technical degree or equivalent military experience require

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 $270,000- $290,000/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.