דרושים Sr Director Channel Partner – Latam ב-Palo Alto ב-Brazil, São Paulo

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

Your Career

In this role, you will be an integral part of a group of Software and ML engineers that continuously surveys petabytes of data to find risks online and protect some of the world's most important and relied upon organizations from malicious software and hackers. You will directly contribute to our mission by building AI/ML systems that increase the effectiveness of our security products, and you will directly work with stakeholders to define, design and implement improvements to our software.

Your Impact

• Prototype, build, and improve AI systems and ML models, including large language model (LLM) and generative AI applications, to automate and enhance team workflows

• Strengthen infrastructure for data ETL, model training and lifecycle, MLOps, batch and real-time processing, and inference

• Mentor and coach other ML engineers on developing, fine-tuning, and evaluating both traditional and generative AI models

• Work directly with security professionals who use your software and AI systems every day to help them be more effective and improve the quality of their work

• Develop feature engineering, data pipelines, and transformations to deliver reliable data for model training and LLM inference

• Measure and refine model performance through metrics-driven evaluations and continuous experimentation

• Deliver, monitor, and continually improve secure AI and ML systems in production, including LLM-powered tools and automation features

Your Experience

• Experience with Python including delivering production-quality code and debugging in a production environment

• Expertise in one or more of:

  • MLOps expertise (e.g. Feature Store, Model Serving, Model Monitoring)

  • Data Engineering expertise (e.g. Airflow, Apache Beam, Dataflow, SQL)

  • Designing and building applications powered by LLMs and generative AI (for example: retrieval-augmented generation, intelligent search, entity linking, summarization, conversational interfaces, automated reasoning, and code understanding)

  • Applying modern AI techniques including LLMs, embeddings, fine-tuning, and prompt engineering, using frameworks such as Hugging Face Transformers, LangChain, OpenAI API, and PyTorch

• Experience operating ML systems in production environments

• Conceptual thinking and creativity; you demonstrate an ability to consider various techniques to solve different modeling problems we face

• Ability to collaborate and to convey complex technical concepts to both technical and non-technical stakeholders

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 $157,200 - $254,100/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.

done, and we’re looking for innovators who are as committed to shaping the future of

integrity to creating an environment where we all feel included.

As a member of our team, you will be shaping the future of cybersecurity. We work fast,

we all have different needs, our development and personal wellbeing programs are

designed to give you choice in how you are supported. This includes our FLEXBenefits

mental and financial health resources, and our personalized learning opportunities - just

Your Career

The group develops and maintains the backend of Cortex products - Cortex XSOAR,

Cortex XDR, and Cortex XSIAM. You will join a team focused on developing, innovating,

and scaling the Cortex Platform, along with contributing to shared Cortex

Your Impact

End-to-end backend development of features and components across their entire

life cycle (design, develop, test, deploy, maintain)

solutions and integrate with other parts of the product

architectural decisions

Production oriented approach with providing real time mitigation and solutions to

production issues

Your Experience

M.S/B.S degree in Computer Science or equivalent and 8+ years of software engineering experience, including development of a scalable server-side application

Extensive hands-on programming skills in Go and/or Python

Strong computer science fundamentals (e.g. understanding of lock-free data structures, bloom filters, minimal perfect hashing, consistent hashing etc)

Proven Experience with cloud platforms (e.g. GCP / AWS / Azure)

Experience with Microservices architecture (Kubernetes, GKE, EKS, AKS, Docker, Serverless, etc)

Experience with big–data architectures (using Kafka, Splunk, Flink, etc)

Experience with distributed computing (understand implications of CAP theorem, master election, brain split problem) and/or distributed DB/KVP (BigQuery, Elastic Search, Kafka and SingleStore)

Hands-on experience with SQL/NoSQL based databases

Experience working in an agile and dynamic environment High energy and the ability to work in a fast-paced environment with a can-do attitude

Familiarity with CI/CD pipelines and cloud infra

Familiarity with Cyber Technologies, Information Security, and Software Security

[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 $140000 - $230000/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

You will center your role on relationship management to achieve measurable results in increased revenue, market share, and depth within each partner sales team at the assigned Partner Accounts. Your success in this role will span the creation and execution of unique business plans with each potential partner. You’ll be measured primarily on the joint business executed with these strategic partners at an international level, working at the heart of the VAR, GSI & MSSP account teams. You will be collaborating with a variety of internal stakeholders including Global / International Account Directors.

Your focus will be to drive enhanced alignment between the sales teams at PAN+Partners, as well as driving execution with excellence across account planning and pipeline management on all joint opportunities.

Your Impact

• Develop and execute business plans in collaboration with the Account Directors, driving all aspects of the partner relationship to maximize growth opportunities and ensuring the partner is well-positioned to deliver successful customer implementations and deployments
• Work well in a team environment to ensure partner and customer satisfaction
• Design a compelling value proposition that inspires this strategic partner to promote our solutions
• Develop/activate services based on our emerging and established technologies increasing revenue growth, and liaise closely with our product teams to innovate new solutions and GTM strategies to drive new ways to differentiate in the market and take market share (drive scale)
• Provide clear and consistent communication (internally and externally) across the region with partners to build strong partnerships throughout your assignment
• Lead regular business performance and relationship reviews with senior management and various stakeholders
• Build and maintain the activity of performance reports and activity dashboards

Your Experience

• 5+ years of experience in Channel Management, or Business Development roles within the enterprise software ecosystem and/or network security industry
• Fluency in both English and Spanish languages
• Understanding of the local MCA market
• Understanding of SP & GSI operating models is nice to have
• Knowledge of sales, marketing, and solution development
• Demonstrate strong initiative and ability to think creatively with excellent presentation, written, and overall communication skills
• Consistent track record of leading complex sales situations through negotiation and conflict resolution

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 $650000/YR - $893000/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

The LATAM Income Tax Manager will have in-depth knowledge of relevant tax rules, will monitor tax law developments and provide updates on current and upcoming global, regional (LATAM specific), and country-specific legislation, regulations, directives, administrative rulings, and case law.

Your Impact

• Serve as a primary Point of Contact for income tax matters in LATAM, working with the global tax team, LATAM accounting, finance, and business teams, and outside service providers.
• Ensure full compliance, administration, and reporting of income tax, monitor regulatory requirements and deadlines, manage reporting and payments, report to Santa Clara headquarters, and support the quarterly tax provision process
• Maintain the regional part of our global tax calendar, coordinate internally and with outside service providers regarding filing obligations and due dates to ensure accurate and timely filing of tax returns and related mandatory disclosures across LATAM jurisdictions
• Support Global expansion initiatives within LATAM, assisting with tax research of local country tax requirements, analysis of tax consequences of expansion to new jurisdictions, business models, transactions, and projects relating to other business initiatives
• Support company structure, including monitoring governance and execution of DEMPE functions within the LATAM region
• Assist in tax review of Palo Alto Networks' contracts with customers in LATAM.
• Assist with transfer pricing compliance and documentation for LATAM entities.
• Assist in M&A and post-transaction integration activities within the LATAM region
• Provide strategic support on LATAM tax examinations and inquiries by local tax authorities
• Support global international tax projects in design and execution relevant to LATAM
• Proactively identify issues, develop strategies, and drive implementation of solutions specific to the LATAM tax landscape
• Contribute to the design and implementation of automated tools to drive efficiency/process improvements in LATAM tax operations
• Research, interpret, and evaluate the tax impact of proposed regional (LATAM), OECD, and local country tax legislation on company transactions to ensure compliance across the region
• Work with cross-functional teams on treasury and tax strategies to support compliance and the corporate goals for the LATAM region

Skills and Experience

• Minimum Bachelor's degree in Tax, Accounting, or Finance; CPA, Contador, or equivalent certification in Brazil or another LATAM country is strongly preferred
• Must have 6-8 years or more of relevant international tax experience in Big 4, law firm, and/or tech industry, with significant exposure to Latin American tax regimes
• Strong technical tax knowledge and experience in planning, implementing, and managing global tax strategies and inter-company transactions, with a focus on LATAM intricacies
• Experience with international tax issues, transfer pricing, tax controversy, withholding tax, and Permanent Establishment analysis relevant to LATAM
• Capable of quickly understanding and integrating business objectives with tax strategies.
• Excellent written and verbal communication skills, including presentations of quantitative and strategic solutions and initiatives
• Excellent interpersonal skills with the ability to collaborate with business partners and consultants and all levels of management
• Proficient with Excel; G Suite is a plus; understanding of SAP or another similar Accounting / ERP system is required
• Strong research and analytical skills to understand complex tax issues
• Solution-oriented with the ability to work independently and productively in a dynamic environment

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 Managing Director within Unit 42, you will play a key leadership role in driving the growth, delivery, and innovation of our cybersecurity consulting services across LATAM. This includes both incident response and digital forensics engagements, as well as proactive services such as assessments, security program transformation, and cyber risk management.

Your Impact

• Partner with sales and GTM teams to drive business development and cultivate new client relationships through subject matter expertise and strategic guidance
• Lead and support the delivery of both reactive (incident response, compromise assessments, forensic investigations) and proactive (cyber risk assessments, tabletop exercises, program development) services
• Prepare and present detailed proposals, scopes of work, and lead client pitch meetings across various levels of complexity and stakeholders
• Serve as a trusted advisor to key clients, building and nurturing long-term relationships while advocating for their cybersecurity needs
• Integrate threat intelligence into service delivery by collaborating with Unit 42’s Threat Intelligence and telemetry teams
• Drive innovation across both DFIR and proactive offerings by collaborating with internal teams to enhance our services and leverage Palo Alto Networks technologies
• Ensure consistent delivery quality and a high level of customer satisfaction across all engagements.
• Recruit, mentor, and develop top cybersecurity consulting talent to support continued regional growth.
• Manage consultant productivity and performance through utilization, enablement, and engagement strategies
• Promote Unit 42’s brand and credibility through thought leadership, including speaking engagements, publications, and media participation

What We’re Looking For:

• Proven leadership experience in cybersecurity consulting, with deep expertise in either DFIR, proactive services, or both
• Strong client-facing skills and a track record of building trusted relationships with enterprise and executive stakeholders
• Ability to operate at both strategic and operational levels, from guiding high-stakes IR engagements to developing service strategy
• Strong understanding of the evolving threat landscape and the ability to translate technical insight into business-relevant recommendations
• Experience leading and scaling high-performing teams in a consulting or services environment
  

Qualifications & Experience:

• Proven ability to develop new business and build strong client relationships through subject matter expertise, including proposal development, solution design, and client presentations
• Experience leading a wide range of cybersecurity engagements—including both proactive advisory work (e.g., assessments, risk management) and reactive incident response—for global enterprise clients
• Strong client services mindset, with excellent relationship management and communication skills across all levels of an organization
• Demonstrated success managing and mentoring senior-level and mid-level teams, including consultants, analysts, and directors
• Skilled at delivering projects on time, within scope, and with a strong focus on client satisfaction
• Ability to present complex cybersecurity topics clearly and effectively to CxO and Board-level audiences
• Deep understanding of relevant laws, regulations, and industry standards related to privacy, cybersecurity, and risk management (e.g., GDPR, NIST, ISO, etc.)
• Technical fluency across a broad spectrum of services, such as:
  • Threat detection and response
  • Cybersecurity framework assessments
  • Vulnerability and risk assessment
  • Tabletop exercises and incident readiness
  • Digital forensics and compromise assessments
• Insight into client priorities and expectations in both reactive and proactive cybersecurity engagements
• Demonstrated thought leadership through public speaking, published articles, or technical writing
• Collaborative, hands-on approach to leadership with a bias for action and a focus on outcomes
• Strategic thinker who is also execution-focused and results-driven
• Cybersecurity certifications such as CISSP, CISM, or GCFA are a plus
• Bachelor’s degree or equivalent military experience required; advanced degrees (e.g., MS, MBA, JD) are preferred

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

• Leadership - Manage the delivery of a global service team delivering complex, multi-product services engagements
• People Management - Set annual performance objectives for the team, ensure performance management processes are adhered to - provide continuous feedback to managers and individual contributors
• Thought Leadership - Able to inspire the team to act as their customers’ trusted technical advisor
• Build and Scale the Team - Interview, hire, train and onboard service delivery leaders consistent with our corporate values, recruiting processes and policy
• Building Strategy - Establish the services delivery strategy, partnering with the account team on the adoption process where services can help
• Strategic Thinking - Responsible for understanding our strategic client business strategy, drivers, security goals and initiatives and translating these into Palo Alto Networks service delivery plans and services opportunities
• Results Leadership - Successfully driving the team to deliver goals and objectives as planned - completes training and is able to synthesize technical information into business language including business value, outcomes and impacts on our customers’ business and security objectives - Leading the team to make progress and to deliver on commitments
• Business Development - Help position services sales with the account team by identifying incremental revenue opportunities focused on outcome-based packages and custom engagements
• Business Management - Understands how financial performance of the teams contributes to the bookings, revenue and margin on the services business
• Operations - Enhance the processes and tools for service delivery - Establish internal and external reporting cadence by monitoring and responding to key KPI’s
• Collaboration - Partner with services leaders on strategy and on the delivery model to ensure a cohesive, collaborative approach to delivery
• Technical Expertise - Ability to understand PANW solutions on a broad level and apply knowledge of the Cybersecurity industry to provide guidance to the team, collaborate with sales and other functions in the organization to provide guidance to customers so that customers successfully consume and leverage their purchased product portfolio

Your Experience

• 10+ years of overall experience in the cybersecurity and Technical Customer Support in a TAC environment is preferred
• 5+ years of senior leadership or managerial experience is required - This includes leading large teams, managing projects, and overseeing cybersecurity initiatives
• Customer-facing services delivery experience, preferably in a technology company
• Experience in partnering with account teams to drive successful platform adoption by applying the appropriate services and levels of support
• Understanding of how financial performance contributes to bookings, revenue, and margin in the services business
• Experience leading a growing organization
• Proven experience building excellent client relationships, leading customer-facing teams to delivery services that add value
• Strong influence and negotiation skills
• Self-motivated
• Excellent communication skills, both written and verbal, and presentation skills to build and to deliver presentations to internal audiences and customer audiences that include Sr. Executives
• Superb organizational skills - planning, directing, risk identification, risk management, risk mitigation, execution, coaching others
• "Whatever it takes" attitude and motivation to deliver on organization goals and to be invested in the development of the broader services organization and the services delivery team
• Travel requirements - 25-30%

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

• Own and execute a comprehensive LATAM channel strategy aligned with regional revenue and growth goals
• Develop and manage high-impact relationships with regional distributors, resellers, and alliance partners across key countries (e.g., Brazil, Mexico, Colombia, Chile, Argentina)
• Build and lead a team of Channel Business Managers to scale partner capabilities, drive enablement, and foster partner loyalty
• Expand and evolve our partner ecosystem to include next-generation MSSPs, cloud-native providers, and specialized regional players
• Drive joint go-to-market planning and execution with strategic partners, including pipeline development, co-selling, and marketing initiatives
• Collaborate closely with Sales, Marketing, Product, and Global Partner teams to align partner programs with LATAM GTM motions
• Define and track key performance indicators (KPIs), including partner-sourced and influenced pipeline, deal registration growth, and partner certification
• Develop tailored plans for top-tier partners, ensuring alignment on business priorities, certifications, and revenue targets
• Represent LATAM partner interests in global forums and advocate for regional-specific needs and investment
• Up to 50–70% regional travel required

Your Experience

• 12+ years of experience in high-tech channel sales, including 5+ years of leadership experience in the LATAM market
• Strong understanding of the LATAM IT channel landscape, including distribution, VARs, MSSPs, and cloud partners
• Proven ability to lead and scale teams across multiple countries and cultures in LATAM
• Demonstrated success driving double-digit growth through indirect sales channels
• Fluency in Spanish and English required; Portuguese is a plus
• Excellent cross-functional collaboration skills with a track record of driving execution through influence
• Self-starter with a bias toward action, strong analytical mindset, and data-driven approach
• Comfortable working in a high-growth, fast-paced, matrixed environment
• Experience with Salesforce, PRM tools, and Google Workspace preferred

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