דרושים Business Development Manager - Ecosystems Unit ב-Palo Alto ב-אוסטרליה

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

Your Impact

• Performs client penetration testing to find any vulnerabilities or weaknesses that might be exploited by a malicious party, using open-source, custom, and commercial testing tools - Red Team experience essential
• Ability to assist in scoping engagements by clearly articulating various penetration approaches and methodologies to audiences ranging from highly technical to executive personnel
• Report generation that clearly communicates testing and assessment details, results, and remediation recommendations to clients
• Develop scripts, tools, and methodologies to automate and streamline internal processes and engagements
• Conducts periodic scans of networks to find and detect vulnerabilities
• Conducts IT application testing, cybersecurity tool and systems analysis, system and network administration, and systems engineering support for the sustainment of information technology systems (mobile application testing, penetration testing, application, security, and hardware testing)
• Conduct threat hunting and/or compromise assessment engagements to identify active or dormant indicators of compromise (IoCs) using Crypsis and Palo Alto Networks’ threat hunting tools (and/or client owned hunting instrumentation where applicable)
• Conduct cloud penetration testing engagements to assess specific workloads (i.e., AWS, GCP, Azure, containers, or other PaaS and SaaS instances) for vulnerabilities and subsequently attempt to exploit identified weakness after receiving permission from client stakeholders
• Provide recommendations to clients on specific security measures to monitor and protect sensitive data and systems from infiltration and cyber-attacks including response and recovery of a data security breach
• Ability to perform travel requirements as needed to meet business demands

Your Experience

• 6+ years of professional experience leading Red & Purple team engagements, Advanced Attack Simulations, OSINT research, social engineering techniques, bespoke security assessments and exploit development
• Experience testing a range of technologies (Active Directory, major OSs, cloud environments, IoT / OT) and using a range of security tools and technologies inc AI-enabled to automate and tailor engagements
• Demonstrate a deep understanding of how malicious software works (i.e.-malware, trojans, rootkits, etc.)
• Ability to modify known and/or craft custom exploits manually without dependence on consumer tools such as Metasploit
• Strong knowledge of tools and techniques used to conduct network, wireless, and web application penetration testing
• Familiarity with web application penetration testing and code auditing to find security gaps and vulnerabilities
• Experience with penetration testing, administering, and troubleshooting major flavors of Linux, Windows, and major cloud IaaS, PaaS, and SaaS providers (i.e., AWS, GCP, and Azure)
• Experience with scripting and editing existing code and programming using one or more of the following - Perl, Python, ruby, bash, C/C++, C#, or Java
• Experience with security assessment tools, including Nessus, OpenVAS, MobSF Metasploit, Burp Suite Pro, Cobalt Strike, Bloodhound, and Empire
• Knowledge of application, database, and web server design and implementation
• Knowledge of network vulnerability assessments, web and cloud application security testing, network penetration testing, red teaming, security operations, or 'hunt'
• Knowledge of open security testing standards and projects, including OWASP & MITRE ATT&CK
• Ability to read and use the results of mobile code, malicious code, and anti-virus software
• Knowledge of computer forensic tools, technologies, and methods
• Assist in the development of internal infrastructure design for research, development, and testing focused on offensive security
• Identified ability to grow into a valuable contributor to the practice and, specifically
• Develop an external presence via public speaking, conferences, and/or publications
• Have credibility, executive presence, and gravitas
• Able to have a meaningful delivery contribution
• Have the potential and capacity to understand all aspects of the business and an excellent understanding of PANW products
• Collaborative and able to build relationships internally, externally, and across all PANW functions, including the account teams
• Bachelor’s Degree in Information Security, Computer Science, Digital Forensics, Cyber Security, or equivalent years of professional experience to meet job requirements and expectations or equivalent military experience required
• Hold industry leading certifications from OffSec (OSCE / OSCP / OSWP etc), CREST, GIAC (SANS), and preferably published vulnerabilities, competition winners, conference talks, and published papers or thought leadership

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

You will center your role on relationship management to achieve measurable results in increased revenue, market share, and depth within each sales segment. Your success in this role will span the creation and execution of unique business plans in your region in partnership with other Palo Alto Networks Core sales organizations and channels. Your responsibilities will include finding and generating new customers, growing existing accounts and partnerships. You develop new accounts and/or expand existing accounts within an established geographic territory, industry, product segment or channel.

Your Impact

• Directly drives revenue impact by exceeding bookings goals of assigned partners and new initiatives

• Identify, create, and implement a comprehensive account strategy to develop new consulting business and drive expansion growth with enterprise customers across your territory, including channel partner

• Scope, negotiate and close enterprise contracts to exceed all bookings and revenue targets

• Establish access and create positive business relationships with key executives and senior-level decision-makers (typically CISO, CSO, and CIO level)

• Apply your knowledge of the cybersecurity industry, market landscape, technology, product, and processes to educate prospective and current customers on the business value of Unit 42’s offering and services

• Collaborate cross-functionally with key internal stakeholders (Field Sales, Marketing, Sales Operations, Product Management, Engineering, Pre/Post Sales, and Finance) to drive Unit 42 services adoption in target accounts

• Develop relationships with select partners in your region to leverage their account presence and drive new growth and further penetration of Unit 42 incident response and proactive services in the market

• Maintain accurate and up-to-date account intelligence in SFDC, including regular forecasting of business opportunities to Sales and executive leadership

Your Experience

• Experience in Business Development and Sales roles within the cybersecurity consulting industry

• Track record exceeding your sales quota as a Major / Large Account Manager, Regional Sales Manager / Enterprise seller focused on F1000 accounts in high growth companies

• At least 7 years of experience selling cybersecurity consulting services (preferred), or Enterprise Security solutions: SOC security-based products/services (such as Incident Response, Breach Management, Malware/Exploit Prevention, Anti-Virus, White Listing, SIEM, and other techniques) or SAS, Behavior Analytic or Logging tools; preferably Subscription or SaaS solutions as a direct contributor. Solutions related to Security Operations / SIEM / SOAR or adjacent solutions focused on Data / ML and automation preferred

• Deep understanding of channel partners and a channel-centric go to market approach in your region

• Knowledgeable in MEDDIC and Complex Solution Sales methodology and proven ability to sell complex enterprise software solutions to large and sophisticated enterprises at 6-figure transaction sizes and greater

• In-depth knowledge of how specific industries might leverage cybersecurity consulting services and security solutions and able to succinctly translate complex technical benefits to solve high leverage business problems; you can effectively articulate and present well in front of technical and executive-level stakeholders

• You have a demonstrated passion for helping organisations address their cyber security challenges and you are excited about the prospect of scaling a fast growing consulting services team and accustomed to working in a fast-paced environment

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

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

Operational Leadership and Team Management:

• Guide the daily activities of a team of Technical Support Engineers, ensuring alignment with company goals and objectives. Provide the team with the necessary resources, tools, and streamlined processes for sustained performance and efficiency

• Mentor and guide engineers to enhance both technical expertise and soft skills. Facilitate regular training opportunities tailored to both technical and professional growth, setting clear team goals that align with broader organizational objectives

• Conduct annual performance reviews, providing actionable feedback and mentorship to help team members exceed expectations

Technical Oversight and Customer Engagement:

• Support engineers in solving complex customer issues, effectively prioritizing, negotiating customer priorities, and setting clear expectations for outcomes

• Proactively engage in Quarterly Business Reviews (QBRs) with customers, providing insights on support best practices and participating in business development discussions to underline the value of services offered

• Lead Post-Incident Reviews (PIRs) to identify root causes, document lessons learned, and drive process improvements

Strategic Collaboration and Accountability:

• Build and maintain strong relationships with key stakeholders across Sales, Engineering, Product, and leadership teams. Work closely with the Business Operations Manager to ensure seamless service kick-offs

• Oversee trend analysis on support cases, identifying recurring issues and collaborating with cross-functional teams to implement long-term solutions

• Be 100% accountable for the customers managed within the team, taking ownership of all pre-sales and post-sales decisions

Change and Crisis Management:

• Spearhead change initiatives, ensuring smooth transitions and high performance through effective communication and support

• Anticipate and proactively manage escalations at the case and account levels using AI-driven insights and prediction models

• Provide weekend and holiday on-call support on an as-needed basis

Leadership and Management:

• 8+ years in technical support, with at least 3 years experience in a management OR lead role in a high-touch or white-glove support environment

• Strong mentorship skills demonstrated through coaching engineers, setting ambitious goals, and driving performance improvements

• Exceptional problem-solving and crisis management skills, focusing on customer advocacy and improving service response and resolution timelines

Technical Expertise and Problem Solving:

• Expertise in handling incidents and troubleshooting in network security, cloud security, or enterprise IT environments

• Experience in Endpoint and Cloud Security industries, familiarity in Cloud services providers (AWS, Azure, GCP, Oracle, etc) and understanding of how Support engineering works in SaaS business model

Collaboration and Communication:

• Experienced in working with Sales, Product, and Engineering teams to refine support strategies and improve product supportability

• Excellent communication skills with strong executive presence, adept at managing stakeholder relationships, leading high-level customer engagements, Post-Incident Reviews (PIRs), and Quarterly Business Reviews (QBRs)

• Skilled in AI-driven analytics, ITIL frameworks, and using case management systems (e.g., Salesforce, ServiceNow, JIRA). Proficient in conducting trend analysis for proactive support

You'll be involved in implementing new products, transitioning from old products to new, and will fix integrations and critical issues as they are raised - in fact, you'll seek them out to ensure our clients are safely supported. We fix and identify technical problems, with a pointed focus of providing the best customer support in the industry.

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

• 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.

Your Experience

• Experience as a pre-sales System Engineer Manager

• Experience as a Senior System Engineer/Specialist

• Industry knowledge of security product market trends and directional awareness of our roadmap and technology development efforts, knowledge of competitor offerings and products

• Knowledge of how to deliver comprehensive security solutions to Palo Alto Networks customer base

• Experience in selling, designing, implementing or managing one or more of the following solutions: Network Security, SASE, SaaS, CNAPP and/or SOC Transformation Technologies

• Partnering with Customer Support functions to ensure successful implementation and adoption of sold solutions

• Strong communication (written and verbal) and presentation skills

• Quota driven attitude focused on client's best solution by being a trusted advisor

• Proficient in English

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 the Major Account Manager for the Australian Defence at Palo Alto Networks, you will hold a critical individual contributor role, responsible for driving sales growth and expanding our market presence in the specified region. You will take charge of managing top-tier major and strategic accounts, building strong relationships with key executives, and achieving sales quotas and Key Performance Indicators (KPIs). This role requires exceptional leadership, strategic vision, and a deep understanding of cybersecurity solutions within the Federal Government.

Your Impact

• Develop and execute Go-To-Market strategies within the Australian Defence, aligning with Palo Alto Networks' overall business objectives
• Engage in direct sales activities, managing major and strategic accounts while building strong relationships with key decision-makers
• Drive revenue growth by exceeding sales targets, identifying new business opportunities, and driving sales engagements to successful closure
• Demonstrate a deep understanding of the cybersecurity landscape within the specified region, leveraging this knowledge to articulate the unique value of Palo Alto Networks' solutions to customers
• Collaborate with cross-functional teams, including Marketing, Product, and Engineering, to deliver tailored solutions that address customer needs effectively
• Act as a trusted advisor to customers, providing cybersecurity expertise and strategic guidance to support their business objectives
• Leverage your entrepreneurial mindset to identify and pursue growth opportunities, establish partnerships, and drive long-term success

Your Experience

• Bachelor's degree or equivalent practical experience or equivalent military experience required
• Minimum of 10 years of successful experience in technology-related sales or business development at a business-to-business (B2B) software company
• Proven track record as a top-performing individual contributor, consistently exceeding sales targets and achieving significant revenue growth
• Strong understanding of the Australian Defence, including key players, customer needs, and competitive landscape
• Experience selling cybersecurity solutions or related technologies to defence organisations, federal government agencies, and enterprises in the specified region
• Excellent communication, negotiation, and presentation skills, with the ability to engage and influence C-level executives and key stakeholders
• Demonstrated ability to develop and execute strategic sales plans, manage complex sales cycles, and close high-value deals independently
• Entrepreneurial mindset with a focus on continuous improvement and innovative approaches to sales

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

• Review investigative and expert reports on behalf of the firm to ensure that the appropriate information is included and that reports meet the group’s standards for quality and adhere to the brand and style guidelines
• Create new documentation and ensure its continued maintenance, including Unit 42 Standard Operating Procedures (“SOPs”), process flows, client reports, executive-level briefings, whitepapers, training plans, and other relevant documents
• Administer, evaluate, edit, and provide proposals and support of documentation processes necessary to ensure a best-in-class documentation repository consistent with the Unit 42 mission
• Collaborate and work closely with consultants, subject matter experts, and other internal stakeholders to create and maintain the highest-quality documentation
• Develop and disseminate training materials for enhancing the quality of consultant report writing and increasing awareness of and compliance with report review processes
• Maintaining existing and future report templates
• Develop, edit, and manage the content for Unit 42 proposals and Request for Proposal (RFP) responses in partnership with Unit 42 subject matter experts
• Ensure that all proposal materials are well-structured, persuasive, and compliant with client requirements and Palo Alto Networks and Unit 42 standards

Your Experience

• Bachelor’s degree in English, Communications, or related field or equivalent military experience required
• 4+ years of experience with Cybersecurity communications language and subject matter is desired or other relevant technical writing experience
• Proven experience in working in a fast-paced, agile environment with ability to meet tight deadlines; thrives in a dynamic, fast-paced security firm environment
• Ability to convert unstructured information into structured documents in a clear and concise manner including proper layout, style, grammar, etc.
• Ability to be a creative and proactive strategic thinker while engaged in a fast-paced environment
• Strong autonomy, project prioritization, problem-solving, and stakeholder communication skills, demonstrated through written and verbal communication
• Proficient in preparing and interpreting flowcharts, and schedules and creating detailed processes
• Excellent communication and organizational skills, including multitasking and time management
• Proficient in Microsoft Office, Google Suite, and Adobe Acrobat
• Background in management consulting or professional services preferred

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

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

• As a Major Account Manager, you will drive and orchestrate large complex sales cycles and work with our internal partners and teams to best 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

Your Experience

• Experience and knowledge of SaaS-based architectures, ideally in a networking and/or security industry - SASE technology is preferred

• Demonstrated experience selling complex solutions, value selling, and/or consultative sales techniques

• Technical aptitude for understanding how technology products and solutions solve business problems

• Identifies problems, reviews data, determines the root causes, and provides scalable solutions

• Cultivate relationships with our channel partners to bring channel-centric go-to-market approach for our customers

• Demonstrates in depth knowledge of the full sales cycle and the ability to follow a structured sales process

• Ability to take a holistic approach to problem solving by understanding the bigger picture, and considering complex interrelationships and outcomes

• Excellent time management skills, and work with high levels of autonomy and self-direction

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