דרושים Regional Sales Manager - Idf ב-Palo Alto ב-צרפת

Key Responsibilities

This position calls for someone who possesses strong communication and problem-solving skills, learns fast and feels confident in a dynamic environment, where decisions are made under the pressure of tight deadlines and inline with various rules of engagement. This person works proactively to drive results, is a self-starter, flexible, has a high level of integrity and is action and goal-oriented in a fast-paced, team-oriented, collaborative environment.

• Act as trusted advisor and partner to Sales teams who offers valuable feedback on contract requirements, deal structure, business terms and identifies potential risks and/or opportunities that can affect performance, future growth and strategic positioning
• Proactively engage in and help Sales teams navigate strategic deals to successful closure, acting as one-touch resource, responsible for liaising with all parties involved in the agreement process (Finance, Legal, Revenue, Order Management, etc.) on behalf of sales
• Where necessary, craft bespoke deal structures in close collaboration with cross-functional stakeholders to secure decision support on possible solutions and aid the drafting of relevant paperwork needed for successful closure
• Provide Senior Leadership with financial models, deal health information and analysis of the commercial and operational requirements to facilitate the risk/reward profile assessment of the opportunities
• Understand gross margin analysis, SSP compliance rules and the impact of any non standard terms on strategic deals, including Enterprise Agreements
• Review and approve non-standard pricing requests and ensure all required approvals, are obtained and clearly documented
• Ensure that all deals adhere to the internal revenue recognition policies and operational guidelines
• Expert in quoting, understanding the portfolio and product interdependencies
• Comply with various Rules of Engagement and keep up to date product knowledge
• Evaluate current processes and offer recommendations for areas of improvement
• Complete ad-hoc projects as required

Preferred Qualifications

• Bachelor Degree in Business Administration or related desirable
• Experience in commercial management, sales operations, finance, accounting or related experience within the software / tech industry
• Strong communication, organizational and problem-solving skills
• Demonstrated capability to build strong working relationships with internal business units
• Experience in working in multi-cultural environment and as part of a team
• Experience in building bespoke commercial models to address specific deal requirements
• Ability to work independently and efficiently in fast paced environment, handling multiple deal elements or parallel deals simultaneously
• Ability to make quick decisions to meet tight deadlines, while remaining diligent and keeping a sound audit record
• Experience in data analysis, financial modeling and margin assessment
• Intermediate/advanced Salesforce.com and G-Suite skills (highly recommended)
• Fluency 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 Places Manager - Paris, you will be the primary point of contact for all office operations, ensuring a well-run, safe, and inspiring workplace. You will combine strategic oversight with hands-on delivery, proactively anticipating needs, managing vendors and budgets, and driving projects to completion. Your ability to communicate with clarity and influence stakeholders at all levels will be key to your success.

In this role you will be part of the EMEA Places Team and will report to the Director, Places EMEA. This role requires a high-energy, proactive leader with strong organizational skills, exceptional judgment, and the ability to balance day-to-day operational demands with longer-term strategic projects.

Your Impact

Workplace Operations & Experience

• Lead the day-to-day management of the Paris office, ensuring smooth operations across facilities, logistics, and workplace experience.

• Act as the primary liaison with building management and ensure compliance with all local regulations.

• Oversee workplace optimization, keeping internal systems accurate and up to date.
  

Stakeholder Engagement & Communication

• Build strong, trusted relationships with local business leaders, employees, and cross-functional partners (HR, IT, Security and more).

• Proactively communicate updates, challenges, and solutions, balancing business needs with available services.

• Represent the EMEA Places team with professionalism, clarity, and influence.
  

Major Projects – Office Fit-Out

• Act as the local project coordinator for the fit-out project of the future PANW Paris office, ensuring alignment between global project leads, local stakeholders, contractors, and vendors.

• Oversee planning, construction, design implementation, and move-in phases, safeguarding timelines, budgets, and quality standards.

• Ensure that the new workplace reflects Palo Alto Networks’ brand, culture, and operational needs.
  

Project & Vendor Management

• Oversee workplace-related projects, from small alterations to larger initiatives, including managing tenders, bids, and all supporting documentation.

• Manage vendors and suppliers, establishing KPIs to ensure high-quality service delivery.

• Drive procurement processes, including PR/PO creation, invoice processing, contract review, and vendor negotiations.
  

Financial Management

• Track, manage, and forecast the Paris office’s opex and capex budgets, ensuring cost-effective operations aligned with business priorities.

• Deliver accurate reporting and maintain budget discipline while maximizing workplace impact.
  

Culture & Events

• Partner with internal teams to support global programs at the local level, including vendor onboarding, cultural events, food/beverage programs, security, and employee experience initiatives.

• Act as an ambassador of Palo Alto Networks’ culture, fostering a collaborative and engaging work environment.

Crisis & Ad-Hoc Management

• Respond effectively to urgent facilities issues, including outside of business hours when required.

• Manage ad-hoc projects and responsibilities, ensuring flexibility and a solutions-oriented approach.

Your Experience

• 10+ years’ experience in workplace, facilities, or corporate real estate management, ideally within a multinational, fast-paced organization.

• Proven track record of leading operational excellence and delivering complex office fit-out and relocation projects.

• Exceptional communication and interpersonal skills, with the ability to engage confidently with executives, stakeholders, and employees at all levels.

• Excellent English communication both verbal and written.

• Strong organizational, analytical, and problem-solving skills, with the ability to anticipate issues and act proactively.

• Experienced in vendor management, procurement, and contract negotiation.

• Adept at budget management and financial forecasting.

• High degree of professionalism, discretion, and resilience under pressure.

• Positive, proactive, self-driven attitude with a sense of humor and passion for creating great workplace experiences.

• Advantage of a Degree in Facilities, Real Estate, Administration, or related discipline.
  

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

Your Career

As the Director, Global Accounts Program, you will be a pivotal leader responsible for the design, build-out, and ongoing execution of the strategic framework for the Global Accounts Program. Reporting to the RVP of Global Account Sales, you will translate the program’s executive vision into concrete, scalable, and measurable program elements, and then drive their adoption and operational fidelity across the global organization.

This role requires a deep focus on establishing the infrastructure for success, ensuring strategic alignment, operational efficiency, and a consistent global experience for our most strategic clients. You will work cross-functionally to define, implement, and run the rules of engagement, governance models, and reporting standards that underpin the RVP’s mission to drive significant growth and deep customer adoption within the global account base.

Your Impact

Your primary responsibilities are to build, operationalize, and actively run the programmatic elements of the Global Accounts Program:

1. Program Operational Design & Execution:

• Design and Operationalize: Lead the development, documentation, and active implementation of the Global Accounts Program operating model, governance structure, and core policies.

• Program Rules of Engagement (ROE): Establish, communicate, and enforce clear, global Rules of Engagement (ROE) and escalation procedures for Global Account teams, regional sales, channel partners, and overlay organizations.

• Account Selection & Quota Process: Operate and manage the annual and quarterly operational processes for account nomination, selection, and quota setting, ensuring consistency and executive alignment.

2. Strategic Planning & Field Participation (NEW EMPHASIS):

• Planning Tools & Cadence: Develop, iterate on, and maintain standardized account planning materials (e.g., templates, formats, tools) used by the Global Account teams.

• Active Account Engagement: Actively participate in strategic account planning sessions with the Global Account teams to guide their use of the program’s planning framework, ensure strategic alignment, and enforce program rules.

• Strategy Translation: Work closely with the RVP to translate the Global Accounts Program strategy into actionable, measurable, and tactical execution plans for the field.

• Manage periodic day-to-day account team issues seeking redress and opportunities for process improvement. This will encompass problem review, support for resolution or escalation, and systematic tracking of issues to identify trends and inform program refinement based on the frequency and nature of resolutions.

3. Governance, Reporting & Analytics:

• Performance Management Infrastructure: Design, implement, and own the framework for tracking program activity, performance measurement, and effectiveness metrics (program efficacy).

• Program Reporting: Create and manage comprehensive reporting dashboards and analytical insights specifically focused on the program's execution, health, and strategic alignment, providing data-driven recommendations to the RVP and senior leadership.

• QBR/Planning Facilitation: Structure, organize, and drive the cadence for regular Quarterly Business Reviews (QBRs) and Global Account planning workshops, ensuring high-quality input and outputs.

4. Program Enablement & Benefits Delivery:

• Enablement Strategy: Partner with Sales Enablement and Training to plan and resource comprehensive enablement initiatives that ensure global compliance with the new program model.

• Process Adoption: Drive the consistent adoption of all program-related tools and standardized processes required to effectively engage with and support global clients.

• Benefits Oversight: Operationalize the defined program benefits for clients and establish the process to oversee the consistent and effective delivery of these benefits, including support for deployment and adoption.

Your Experience

• Program Management Expertise: Direct, hands-on experience in both designing and actively running complex, global sales or strategic accounts programs, including defining operational models, governance, and rules of engagement.

• Global account experience.

• Sales/Program Analytics: Proven ability to define and generate comprehensive reporting and create data-driven analyses to gain insights into weekly, monthly, and quarterly program execution.

• Field Engagement: Demonstrated experience working directly with sales teams to support account planning and strategy implementation in a programmatic context.

• Cross-Functional Collaboration: Extensive experience building strong relationships and driving alignment across diverse global and internal teams (Sales, Finance, Legal, Enablement, etc.).

• Strategic & Operational Balance: Proven experience in operating at a strategic level (planning, design) while maintaining a focus on execution and operational rigor (process, enforcement, reporting).

• Industry Knowledge (Preferred): Knowledge of the cybersecurity industry and the complexity of large-scale deployments across global organizations is a plus.

• Travel: Willingness to travel globally as needed to support program build-out, planning, and operational alignment. (Estimated travel up to 30-40%).

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 $210,000 - $289,000. The offered compensation may also include restricted stock units and a bonus. A description of our employee benefits may be found here.

Motor-Vehicle Requirement: 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 Impact

• Win new logos, renew existing customer and expand business within your territory
• Achieve ACV sales quotas on a monthly and quarterly basis
• Present regular/accurate forecasting for review
• Track and report on all opportunities, pipeline, and bookings to provide forecast reports to region management
• Establish relationships and engage with the local reseller and alliance partners on sales programs and joint activities
• Develop, share and implement standard methodologies and account strategies to increase our sales penetration of Enterprise Browser into our top accounts
• Engage with customers to identify and progress opportunities whilst delivering subject matter expertise on Enterprise Browser solutions
• Qualify and progress leads and opportunities through the sales cycle to closure
• Keep up-to-date knowledge of Enterprise Browser and other browser technologies as well as the competitive position of the company
• Conduct consistent training and communications for the sales and channel teams as well as joint engagement within the wider organization
• Contribute to the larger Palo Alto Network’s Prisma SASE strategy by providing regional specific intelligence and reporting
• Apply subject matter expertise in training, QBRs, enablement, and other engagement activities
• Gather “Voice of Customer” and competitive intelligence and share with theater and global Prisma SASE organization
• Help build and project Palo Alto Networks position

Your Experience

• 4+ years' experience exceeding sales quota as Account Manager, or Territory Account Manager for a multinational company
• Sales excellence - ability to demonstrate planning, strategy, qualification and execution
• Prior experience selling SAAS or Cybersecurity network solutions
• Existing relationships within the region, including top accounts and reseller partners
• Excellent communication skills including strong verbal and written skills and proven presentation skills being able to articulate complex topics
• Experience with target account selling, solution selling, and consultative sales techniques
• Fluent French & 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 a Senior Consultant in Unit 42 you will have the opportunity to work across a number of proactive cyber security domains including Cloud Security, Security Operations, Cyber Risk Management and Artificial Intelligence in cyber security.

Your Impact

• SOC Advisory: 4+ years of consulting experience in SOC, security engineering, SIEM administration, and incident management and demonstrated success with serving large, multinational organisations in designing and implementing an organisation’s security operations program, organisational structures, and capabilities
• Possess a deep technical knowledge in Security Incident and Event Management (SIEM) platforms, Security Orchestration and Response (SOAR) technologies, Endpoint Protection and Response/Next Gen Protection and Response (EDR/XDR) tools, Next GenFirewalls, Threat Intelligence and Hunting platforms
• Defensive Security Skills (desired) : Experience in security operations design, engineering and/or analysis and investigations, ideally in complex environments, with security event correlations across a variety of sources i.e. cloud, network, endpoint, logs
• Ability to perform detailed assessments, identify areas for improvement and make recommendations to transform an organisation's cyber security operations and capabilities to better protect, detect and rapidly respond to modern threats
• Demonstrated experience in improving an organisations security operations capabilities such as improvements in asset visibility, threat detection capabilities, automation techniques, case management, enablement of compliance and regulatory requirements
• Experience in conducting threat hunting and/or compromise assessments to identify active or dormant indicators of compromise (IoCs) or evidence of unknown threats within an organisations digital environment
• Relevant industry certifications including GIAC Defensible Security Architect (GDSA), GIAC Intrusion Analyst (GCIA), GIAC Continuous Monitoring (GMON), CISSP
• Understanding of cyber risk frameworks or industry standards such as 800-53, ISO 27001/2, PCI, CIS 18, CMMC
• Principal Cloud Security: 4+ years of experience performing cloud security advisement and risk assessments based upon industry-accepted standards
• Hands-on experience with a cloud hosting provider (AWS, Azure, GCP, etc)
• Experience with a Cloud Application Security Broker - MCAS, Netskope
• Possess a deep technical knowledge in CASBs, Cloud Platforms and the dependencies around such an environment (WAF, SSO, Cloud Threats, API Security, Cloud Security Posture Management)
• Former experience with cloud migrations (cloud to cloud, or on-prem to cloud)
• Knowledge of command-line interfaces or scripting tools in cloud environments is a plus
• Cloud Security skills (desired): Secure software development practices, including SecDevOps
• Sound knowledge of applicable frameworks & standards, including OWASP, MITRE ATT@CK & D3FEND, CIS, NIST CSF, CSA CCM & ISO 27107
• Relevant industry certifications including CSCP
• Understanding of cyber risk frameworks or industry standards such as 800-53, ISO 27001/2, PCI, CIS 18, CMMC
• Cyber Risk Management: Experience in performing cyber security threat & risk assessments to support the development of cyber security strategies and roadmaps
• Technical proficiency in a wide range of cyber risk management services, including cyber threat, risk and control assessments, secure software development practices, penetration testing, vulnerability assessments, among others
• Sound knowledge of applicable laws, compliance regulations, and industry standards as it relates to privacy, security, and compliance
• Sound knowledge of applicable frameworks, including MITRE ATT@CK & D3FEND, CIS, NIST CSF, CSA CCM
• Strong communication and presentation skills
• Cyber Risk Management skills (desired) : Experience in threat modelling & application security risk assessments, secure software development practices, including SecDevOps
• FAIR Open certified & experience in applying FAIR for cyber risk quantification
• Relevant industry certifications including CISSP, CISM, CISA
• Understanding of cyber risk frameworks or industry standards such as 800-53, ISO 27001/2, PCI, CIS 18, CMMC

Your Experience

• 4+ years of experience performing cyber security consulting in at least two of the three domains above, with SME experience in one of the domains
• Demonstrates a track record in strengthening existing and developing new client relationships
• Ability to strive in a startup environment
• Ability to perform travel requirements as needed to meet business demands
• Identified ability to grow into a valuable contributor to the practice and, specifically -
• Have credibility, presence, and gravitas
• Able to have a meaningful and rapid 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 sales team
• Bachelor’s Degree in Information Security, Computer Science, Digital Forensics, Cyber Security OR equivalent years of professional experience or equivalent military experience to meet job requirements and expectations

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

Our methodology is first class support. We’ve been recognized for it as an industry leader and we’re dedicated to continuing this standard. In this role, you will work with our technical account managers to personalize our customer’s experience. You will learn your client’s business objectives in and out within their technical environment and focus on mitigating risks and resolving any technical issues in their networks. You’re close to the deployment of cybersecurity solutions – and we need you to recognize risks before they arise. You get a thrill from seeking out complex issues and finding their resolutions – and you don’t wait for those issues to escalate from our clients. Instead, you find them. You’ll be working hand in hand with our developers to reproduce the issues you find and develop permanent solutions to prevent them in the future.

Your Impact

• Respond to user-reported issues in adherence to established Service Level Agreements

• Triage customer reported issues and respond to them via ticketing system, phone, or remote sessions

• Perform advanced troubleshooting at the application level and OS level, using your knowledge and relevant expertise

• Identify the area of fault (code, environment, or configuration) and work with the appropriate team(s) implementing the fix

• Provide timely feedback into the development process on customer-reported product problems

• Document actions to effectively communicate information internally and to customers

• Facilitate root cause investigations and manage the implementation of corrective and preventative measures

Your Experience

• Previous experience with Endpoint Security software is required
• SIEM experience, including -
• Deep understanding of how SIEMs works
• Experience in creating custom collections and data parsing
• Experience in creating complex correlation rules, reports and dashboard
• Experience in integration and implementation of SIEMs
• Experience working with EDR tools
• Experience with strong communication and customer service skills
• Required basic networking knowledge - Ability to independently debug broad, complex, and unique environments with mixed applications and protocols
• Experience with Windows OS, MacOS, and Linux based applications (Installation, troubleshooting, Debugging)
• 4+ years of experience as a Support Engineer
• Fundamental understanding of Kubernetes, GCP, and AWS for troubleshooting cloud agent deployment and data extraction.
• Excellent written and verbal communication skills
• Strong customer advocacy skills and experience, ability to work in difficult customer situations
• Knowledge of Cloud infrastructure a plus
• Experience in incident response a plus
• Experience with scripting a plus
• Experience with MS Server solutions (SCCM, GPO, AD, MSSQL, IIS, Exchange) is a plus
• Fluent English is mandatory / Spanish or French or German are an advantage

You’ll be involved in implementing new products, transitioning from old products to new ones, 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 on 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

As a Principal Business Development Manager for Unit 42, you'll be the strategic spearhead responsible for significantly expanding our consulting services across your assigned territory. Your primary mission is to drive substantial revenue growth and deepen market penetration by:

• Pioneering New Business & Strategic Growth: Proactively identify, generate, and qualify new opportunities, developing and executing comprehensive account and regional strategies in collaboration with leadership to exceed bookings goals for Unit 42. You'll act as the crucial "first person on the ground," building new pipelines and expanding existing customer relationships
• Empowering Core Sales Teams: Serve as a trusted expert and strategic partner to Palo Alto Networks Core sales organizations and channels. You'll lead high-level Unit 42-specific conversations, assist in identifying potential customers, and provide deep cybersecurity and services expertise to accelerate services adoption throughout the sales cycle
• Negotiating & Closing Complex Engagements: Scope, negotiate, and close sophisticated enterprise contracts, consistently exceeding all bookings and revenue targets for Unit 42 consulting services
• Building Executive Relationships & Market Presence: Establish and cultivate strong relationships with C-level executives and senior decision-makers (CISO, CSO, CIO), educating them on the compelling business value of Unit 42's offerings. Your efforts will directly contribute to increasing Unit 42's market share and strengthening our brand identity as the elite security advisory team
• Cross-Functional & Partner Collaboration: Collaborate seamlessly with internal stakeholders (Field Sales, Marketing, Sales Operations, etc.) and leverage strategic regional partners to maximize growth, expand reach, and ensure flawless execution
• Strategic Forecasting & Reporting: Maintain precise account intelligence and provide accurate forecasts of business opportunities in SFDC to inform strategic decisions for sales and executive leadership

Your Experience

We are seeking a highly accomplished and results-oriented professional with:

• Strategic Sales Leadership: 10+ years of extensive and progressive experience in Business Development and Sales leadership roles within the cybersecurity industry, demonstrating the ability to shape and execute go-to-market strategies
• Exceptional Quota Attainment: A consistent and demonstrable track record of significantly exceeding multi-million dollar sales quotas as a Major/Large Account Manager, Regional Sales Manager, or Enterprise Seller, with a strong focus on F1000 accounts within high-growth, dynamic environments
• Deep Cybersecurity Domain Mastery: At least 10 years of experience selling complex Security solutions or services, including a profound understanding and proven success in:
• Offensive Security Services
• Incident Response Retainers
• Risk Management Services
• SOC Assessment Services
• Threat Intelligence Services
• Channel Ecosystem Acumen: A profound understanding of global channel partners and a proven ability to strategically leverage a channel-centric go-to-market approach to drive substantial growth in your assigned region
• Advanced Solution Sales Expertise: Mastery of MEDDIC (or similar rigorous sales methodologies) and Complex Solution Sales, with a demonstrated ability to architect and close intricate enterprise software and services solutions with large, sophisticated enterprises, consistently achieving 6-figure transactions and greater
• Industry & Executive Fluency: In-depth knowledge of how specific industries leverage security solutions. You possess the executive presence and communication skills to succinctly translate complex technical benefits into high-leleverage business outcomes, effectively articulating and presenting to both technical and C-suite stakeholders
• Entrepreneurial Drive & Agility: A demonstrated passion for the cybersecurity space, a proactive and entrepreneurial mindset towards scaling new, emerging technology offerings, and exceptional comfort thriving in a fast-paced, evolving environment
• Global Communication: Fluent in English, with additional regional language proficiency (e.g., Arabic, Spanish, French, German) a significant plus

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