דרושים Sales Specialist Cortex - ב-Palo Alto ב-צרפת

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 Impact

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

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

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

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

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

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

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

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

Your Experience

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

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

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

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

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

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

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

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

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

• 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 Impact

• Develop and execute targeted sales and go-to-market (GTM) strategies focused on pipeline generation, technically winning, and closing new customers for Palo Alto Networks Next Generation Software Firewall solutions (VM Series, Cloud Firewall, and AIRS solutions)

• Collaborate with cross-functional teams including your extended sales teams, GTM, product, marketing, and channel to align Sales Plays to targeted customers in your sales territory within the EMEA region.

• Execute Next Generation/Software Firewall sales plays to build software firewall pipeline in your region in collaboration with your extended sales teams.

• Collaborate with your extended Palo Alto Networks sales teams to identify, conduct discovery, and qualify new Software Firewall opportunities with customers.

• Work with the technical solutions team to technically validate and win Software Firewall opportunities with customers.

• Serve as a trusted advisor to strategic customers and partners, driving consultative sales cycles from initial engagement to close as needed

• Identify and understand customer requirements and articulate the value proposition of Palo Alto Networks’ AI security and Software and Cloud Firewall offerings and use cases to meet those requirements.

• Evangelize the importance and value of securing AI across industry events, executive briefings, and thought leadership opportunities

• Track and report performance metrics, pipeline health, and market insights to support forecasting and strategy refinement in your area.

• Build close partnerships with the sales team and cloud service providers in the Region to identify new opportunities and close business.

Your Experience

• 8+ years of experience in a sales or sales specialist role in the cybersecurity, cloud, or AI space

• Proven track record of meeting or exceeding sales targets and driving net-new revenue growth

• Understanding of AI technologies, including generative AI tools, machine learning, and large language models (LLMs)

• Strong grasp of firewall fundamentals, including the ability to discuss how modern software firewalls help customers secure traffic in the cloud, prevent advanced threats from spreading across their network, gain visibility and control over applications, and enable a secure hybrid workforce.

• Deep understanding of cybersecurity fundamentals, including data security, network security, and cloud security

• Demonstrated ability to lead complex sales engagements

• Extensive experience cloud platforms such as AWS, Azure, or GCP

• Excellent interpersonal, communication, and presentation skills, with the ability to influence senior stakeholders

• Self-starter who thrives in a fast-paced, collaborative environment with minimal direction

• Bachelor’s degree in business, computer science, engineering, or a related field; advanced degrees a plus

• Experience selling to CISOs, CIOs, and data science/security teams

• Experience working in a high-growth or scale-up environment

• Background in working with or through VARs, cloud marketplaces, or CSP partnerships

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

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

Your Impact

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

Your Experience

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

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

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

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

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

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

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

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

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

Your Experience

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

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

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

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

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

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

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

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

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

• Fluent French & English

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