דרושים Transformation Success Architect ב-Palo Alto ב-India, Bengaluru

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

Your Impact

• Serve as the single technical orchestrator for large, complex, and strategic XSIAM deployments
• Direct Professional Services (PS), Solutions Consulting (SC), and Domain Consulting (DC) resources, orchestrating workstreams to ensure a successful customer deployment
• Educate and align customer security operations teams with XSIAM capabilities, running "day in the life" sessions and ensuring they can apply XSIAM to their specific workflows
• Coach and train field DC and PS teams during deployments to build their skills for future projects
• Define, develop, disseminate, and improve best practices, templates, and knowledge that can be used by the broader field to scale our deployment capabilities
• Provide technical and product consultation while managing escalations and issues throughout the deployment lifecycle
• Lead customer workshops and gap analyses to assess customer needs, define outcomes, and identify any risks to a successful deployment
• Document improvement recommendations from deployments to feed back into our processes
• Help transition the team's focus long-term to a "health check" process and expand our success model to new use-cases

Your Experience

• Senior level technical acumen with XSIAM/SIEM solutions, including deep technical knowledge of all XSIAM capabilities
• Excellent customer-facing communication skills with strong executive presence
• Demonstrated ability to coordinate resources across multiple internal and external organizations
• A coaching and training mindset, with a proven ability to mentor others
• A "scale mindset" with a focus on using AI for data collection, developing reusable process concepts, and authoring best-practice documentation
• Ability to handle 4-5 concurrent deployment engagements
• Strategic mindset with strong problem-solving, analytical, and critical thinking skills

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

Your role will centre on relationship management to achieve measurable results in increased revenue, market share, and depth within each sales segment. Your success 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.

• Business Development : Directly drive revenue by exceeding bookings goals for assigned partners and new initiatives
• Find and generate new customers, while also growing existing accounts and partnerships.
• Identify, create, and implement a comprehensive account strategy to develop new business and drive expansion growth with enterprise customers across your territory
• 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
• Develop new accounts and/or expand existing accounts within the region
• Apply your knowledge of the cybersecurity industry, market landscape, technology, and products to educate prospective and current customers on the business value of Unit 42’s offerings and services.
• Develop relationships with select partners in your region to leverage their account presence and drive new growth and further penetration of Expanse’s solutions
• Maintain accurate and up-to-date account intelligence in SFDC, including regular forecasting of business opportunities to Sales and executive leadership
• Proactively identify up-sell opportunities and grow revenue
• Capture and nurture CISO and executive relationships to influence recurring strategic spend and product pull through
• Customer Success : Ensure customers are maximizing their return on investment by owning the customer's on-boarding, adoption, satisfaction, and advocacy across a portfolio of customers.
• Provide high-touch/white-glove customer outreach immediately post-close to shepherd customers through the on-boarding process
• Drive adoption by ensuring customers apply their purchased offering hours in a timely manner.
• Serve as the first line of defense in solving customer support requests, and coordinate and prioritize timely resolutions with consulting teams
• Develop a trusted advisor relationship with customer stakeholders, executive sponsors, and partners to drive cybersecurity solution adoption and ensure they are leveraging the solution to achieve full business value
• Ensure continual communication with customers regarding Unit 42 messaging, current offerings, and events
• Serve as a customer advocate in influencing the service and product roadmap.
• Manage performance metrics such as CSAT, renewal rate, up-sell/cross-sell lead identification, and adoption

Your Experience

• Experience in Business Development and Sales roles within the cybersecurity industry
• Experience in Customer Success with an understanding of the customer journey
• A track record of exceeding sales quotas as a Major/Large Account Manager, Regional Sales Manager/Channel Sales, or Enterprise seller focused on F1000 accounts in high-growth companies
• At least 4 years of experience selling Enterprise Security solutions. This includes SOC security-based products or services, such as Incident Response, Breach Management, Malware/Exploit Prevention, and SIEM. Experience with Subscription or SaaS solutions as a direct contributor is preferred
• Deep understanding of channel partners and a channel-centric go-to-market approach in your region.
• In-depth knowledge of how specific industries might leverage security solutions and the ability to succinctly translate complex technical benefits to solve high-leverage business problems
• Proven track record of managing customer escalations, balancing customer expectations, and negotiating successful resolutions
• Ability to work in a fast-paced environment and multi-task
• Willingness to work flexibly as needed and be flexible for travel

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

• Work with other team members to translate existing solutions, complex spreadsheets and business problems into elegant, intuitive multi-dimensional models
• Modify existing models as part of a connected solution, optimization, or to incorporate new functionality
• Provide candid, meaningful feedback and progress updates in a timely manner to the Business Partner and team
• Develop model documentation
• Participate in data integration and migration solutions
• Lead UAT testing and deployment
• Maintain Opportunity Model infrastructure for developed models and make changes based on line of business feedback
• Build and maintain new models for future phases of the system implementation
• Lead data stewardship efforts across source systems and Pigment
• Liaison with multiple teams that include Sales Operations, IT teams and Finance and Operations users
• Conduct administrative tasks as needed associated with the Pigment platform
• Research data questions that arise from regular usage of the platform
• User support on calculations/logic to address any questions that arise
• Identify business requirements and build user stories to support enhancements for the platform
• Training new users on the Pigment platform

Your Experience

• A bachelor's degree in Finance, Accounting, MIS or related field or equivalent military experience required
• Minimum 2 years experience in Model building / Development for Pigment or Anaplan
• Level 2 , Level 3 Certification in Anaplan or Pigment Certification (preferred)
• Excellent Communication and Prioritization skills
• Advanced proficiency in Microsoft Excel and experience in efficiently designing and maintaining complex models
• Familiarity with basic data integration scripting concepts and ETL technologies preferred
• Demonstrated knowledge of a formal system implementation methodology – requirements gathering, design, build/test and deploy (Agile methodology preferable)
• Experience building models in a Sales environment strongly preferred
• Strong understanding of data integration (inbound and outbound)
• Experience with Salesforce or other sales systems and tools is a plus
• Passion for business analytics, modeling and planning
• Excellent problem solving, analytical, and communication skills
• Desire to work with a truly dynamic and exciting team, with a “roll-up your sleeves” approach

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