דרושים Airs Solutions Specialist ב-Palo Alto ב-סינגפור

Key Responsibilities

• Define and execute on our GTM strategy for AI security solutions, focusing on accelerating customer adoption of our solutions for securing the creation and usage of AI applications
• Collaborate with cross-functional teams to drive pipeline generation, customer engagements and market penetration
• Support the development and execution of strategies to identify, qualify and convert a robust pipeline of potential customers for AI security solutions
• Conduct thorough market research and competitive analysis to identify key market segments and opportunities
• Lead customer-facing activities, including presentations, demonstrations and proof-of-value (POVs)
• Engage in technical conversations with customers regarding AI security challenges and solutions, including topics such as securing RAG models, prompts, vector databases, etc.
• Build strong relationships with key customer stakeholders, including C-level executives, security and IT leaders
• Collaborate closely with sales, marketing, product management and engineering teams to ensure alignment and effective go-to-market execution
• Be an evangelist to further educate customers of generative AI and positioning PANW for securing AI projects

• 7+ years of technical professional experience including 3+ years of experience in AI and related fields, with a strong focus on technical sales, strategy and execution
• Proven track record of success contributing to high-performing technical sales or solution architecture teams
• Deep understanding of AI technologies, including machine learning, deep learning and generative AI
• Ideally, experienced with security solutions and the cybersecurity market, including data security, network security and security applied to generative AI
• Experience with popular generative AI tools and their security implications preferred
• Strong understanding of cloud computing platforms (e.g., AWS, Azure, GCP)
• Ability to thrive in a fast-paced, dynamic environment and adapt to changing market conditions

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

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

Strategic Advisory and Client Engagement:

• Establish and maintain executive-level relationships (Manager, Director, VP, and CxO contacts) in strategic accounts with high growth potential.

• Transform client security strategies by driving conversations that advocate for Palo Alto Networks’ view of transformative Solution Architectures.

• Provide valuable insights and education to clients on effective risk reduction, operational excellence, and cost management.

• Identify and document the client's strategic transformation goals and priority outcomes for value realization, collaborating with specialists to develop business cases around measurable benefits.

• Conduct high-impact consulting engagements, including architectural assessments, designs, and client workshops, setting and driving a strategic agenda with the customer and sales/engineering teams.

Sales Productivity and Thought Leadership:

• Demonstrate increased sales productivity through strategic architectural engagements.

• Engage directly with senior technical and business leaders as a security expert to expand reach within accounts and expand the scope of sales opportunities by identifying new areas of engagement and areas where our solutions can deliver on executive priorities.

• Collaborate with sales teams to develop and deliver differentiated proposals that clearly demonstrate business and technical value.

Internal Partnership and Development:

• Become a valued resource to Product Management by discovering and understanding current challenges, competitive insights, and opportunities to address emerging needs in strategic market segments.

• Maintain continuous self-improvement and learning to sustain technical leadership across relevant technologies (e.g., security technologies, cyber threat intelligence, risk and regulatory topics, emerging technologies)

• Work closely with Sales and Solution Consulting leadership, Unit42 consulting teams, Business Value Consultants, Professional Services, Customer Success, and theater CISO/CTO resources (where applicable) to ensure a coordinated market approach.

Your Experience

• Experience: 10+ years of experience as an end customer, a cybersecurity vendor or consultant is required.

• Education: BSCS, equivalent degree or experience is required.

• Architectural Knowledge:

  • Must have deep knowledge of security operations, SIEM, endpoint security and incident response. Preferred experience in network security, SASE/Zero Trust, cloud security, identity management, and emerging topics related to cybersecurity and AI is a plus.

  • Extensive knowledge of core security architectures, history, and trends spanning network, endpoint, and hybrid environments.

  • Solid fundamental background in principles and practices of networking and/or cloud computing.

• Executive Presence: Demonstrable experience in establishing credibility and strategic messaging with large enterprise executives (CISO and above).

• Communication Skills: Strong written and verbal communication and presentation skills, both internally and externally.

• Drive and Problem Solving:

  • A "Whatever it takes" attitude and motivation to overcome obstacles necessary to achieve desired outcomes and close deals.

  • Robust problem finding and solving skills, with the ability to analyze complex problems with systematic approaches to quick resolution, even under duress.

• Travel: Expect to travel a minimum of 50%+ of the weeks in the fiscal year. Travel will include customer and company location onsite meetings.

• Organizational Skills: Superb organizational skills are required

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

• Lead, coach, and develop a team of 3 to 6 Sales Engineers to achieve and exceed revenue targets
• Cultivate a culture of accountability, innovation, continuous learning, and a customer-centric approach within the sales team
• Act as an Account Executive, engaging in executive-level discussions with CIOs and CISOs to translate complex cybersecurity solutions into clear business value propositions
• Drive strategic sales initiatives, ensuring alignment with business objectives and market opportunities.
• Collaborate with internal stakeholders, including marketing and alliances, to support deal execution and customer success
• Develop and implement data-driven sales strategies, leveraging forecasting and pipeline management tools to optimize team performance
• Play a critical role in scaling our business and fostering innovation within a high-growth environment

Your Experience

• 10+ years of field sales experience in cybersecurity, with at least 2 years in a leadership role.
• Proven ability to lead and develop high-performance sales teams in a high-growth environment with large quota/deals
• Strong understanding of complex solution sales methodologies, value selling, and enterprise buying processes with operational discipline
• Experience selling AppSec, or CNAPP (DevSecOps, CloudOps) solutions is highly preferred
• Established relationships with key security decision-makers (CIOs, CISOs) and the ability to drive strategic conversations
• Expertise in channel and partner sales strategies, with a deep understanding of go-to-market models
• Ability to thrive in a fast-paced, matrixed sales organization with a focus on continuous expansion and customer success
• A "whatever it takes" attitude and motivation to deliver above quota performance
• Willingness to travel domestically as needed to support team members, engage customers, and meet business needs

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

• Lead, coach, and develop a team of 3 to 6 Sales Engineers to achieve and exceed revenue targets.
• Cultivate a culture of accountability, innovation, continuous learning, and a customer-centric approach within the sales team.
• Act as an Account Executive, engaging in executive-level discussions with CIOs and CISOs to translate complex cybersecurity solutions into clear business value propositions.
• Drive strategic sales initiatives, ensuring alignment with business objectives and market opportunities.
• Collaborate with internal stakeholders, including marketing and alliances, to support deal execution and customer success.
• Develop and implement data-driven sales strategies, leveraging forecasting and pipeline management tools to optimize team performance.
• Play a critical role in scaling our business and fostering innovation within a high-growth environment.

Your Experience

• 10+ years of field sales experience in cybersecurity, with at least 2 years in a leadership role.
• Proven ability to lead and develop high-performance sales teams in a high-growth environment with large quota/deals.
• Strong understanding of complex solution sales methodologies, value selling, and enterprise buying processes with operational discipline.
• Experience selling AppSec, or CNAPP (DevSecOps, CloudOps) solutions is highly preferred.
• Established relationships with key security decision-makers (CIOs, CISOs) and the ability to drive strategic conversations.
• Expertise in channel and partner sales strategies, with a deep understanding of go-to-market models.
• Ability to thrive in a fast-paced, matrixed sales organization with a focus on continuous expansion and customer success.
• A "whatever it takes" attitude and motivation to deliver above quota performance.
• Willingness to travel domestically as needed to support team members, engage customers, and meet business needs.

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 are required to exceed your quota, obtain/maintain subject matter expertise, create/update detailed written plans, and regularly present to a variety of audiences (large and small, live and virtual).

Your Impact

• Ability to work in partnership with your respective geography’s leadership to engage the SASE portfolio to customers, partners, and colleagues

• Perform high-level sales planning, leading to accurate forecasting of the business

• Build a fundamental understanding of security threats, solutions, security tools or network technologies

• Bring to bear all cross-functional resources to achieve your quota.

• Stay updated on industry news and trends, and how they affect Palo Alto Networks products and services

• Conduct in-person sessions, webinars and learning materials that can be consumed by the appropriate audience

• Identify cross-selling and up-selling opportunities within accounts

• Educate customers and partners on the modern network security landscape

• Establish relationships with and sell through channel partners

• Travel 50% + throughout the territory and to company-wide meetings

Your Experience

• Consider yourself technical enough to cover some accounts while your SE is busy assisting others

• Above quota sales experience in a high-tempo culture

• Experience selling network infrastructure-based security appliances including, but not limited to - Firewalls, SSL/IPSec VPNs, Security Proxies and Caches, SD-WAN

• Practical experience working with routing and switching products that will be installed adjacent to our appliances

• Strong communication and presentation skills, both written and verbally

• Experience working with Channel partners and understanding of a channel centric go to market approach

• 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.

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

Your Career

You are required to exceed your quota, obtain/maintain subject matter expertise, create/update detailed written plans, and regularly present to a variety of audiences (large and small, live and virtual).

Your Impact

• Ability to work in partnership with your respective geography’s leadership to engage the SASE portfolio to customers, partners, and colleagues

• Perform high-level sales planning, leading to accurate forecasting of the business

• Build a fundamental understanding of security threats, solutions, security tools or network technologies

• Bring to bear all cross-functional resources to achieve your quota.

• Stay updated on industry news and trends, and how they affect Palo Alto Networks products and services

• Conduct in-person sessions, webinars and learning materials that can be consumed by the appropriate audience

• Identify cross-selling and up-selling opportunities within accounts

• Educate customers and partners on the modern network security landscape

• Establish relationships with and sell through channel partners

• Travel 50% + throughout the territory and to company-wide meetings

Your Experience

• Consider yourself technical enough to cover some accounts while your SE is busy assisting others

• Above quota sales experience in a high-tempo culture

• Experience selling network infrastructure-based security appliances including, but not limited to - Firewalls, SSL/IPSec VPNs, Security Proxies and Caches, SD-WAN

• Practical experience working with routing and switching products that will be installed adjacent to our appliances

• Strong communication and presentation skills, both written and verbally

• Experience working with Channel partners and understanding of a channel centric go to market approach

• 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.

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, sales 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

• 9+ years of field sales experience focusing on key customer accounts and delivering value to Enterprise or Major-level accounts in the cybersecurity industry.

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

• Experience selling SecOps 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.

• Additional Information

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