דרושים Senior Technical Project Manager ב-Palo Alto ב-United Kingdom, London

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

Team Leadership & Development:

• Manage and mentor a team of Service Delivery Leaders and Customer Success Managers
• Foster team cohesiveness, focusing on employee morale and development initiatives to promote internal retention
• Set team goals aligned with overall organizational objectives, and provide regular performance feedback to direct reports
• Build a growth mindset-oriented culture that promotes diversity, continuous improvement, a sense of urgency, and customer outcomes
• Inspire and attract top talent to your team

Account Health Management & Customer Outcomes:

• Lead the Account Health Team to drive customer engagement and excellence for top-tier customers in the region
• Act as a single accountable post-sales leader for customer outcomes, partner execution, and day-to-day post-sales execution and operations in your geography
• Accountable for executive engagement, account health, and risk mitigation
• Oversee customer planning, deployment, account-level reviews, and escalations
• Maintain executive relationships and act as an escalation point to ensure stakeholder alignment and provide proactive, prescriptive advice for outstanding Customer Success
• Handle all escalations, executive engagement, and at-risk account interventions
• Drive success metrics and Key Performance Indicators (KPIs) to effectively manage Customer Account Health Managers and their teams
• Track and report on customer success metrics, including net promoter score, customer satisfaction, service level agreements, and value realization

Cross-Functional Collaboration & Business Leadership:

• Lead the communication channel into the business, manage business change, and drive process improvements
• Partner with Sales teams to develop success plans, assess customer health, identify expansion opportunities, and ensure renewals
• Engage with Professional Services for implementations and extended expertise deployments
• Partner with Sales and Product field leaders to drive adoption and retention
• Engage and coordinate customer delivery across Palo Alto Networks teams, including Product Management, Engineering, and Support
• Build strong cross-functional interlocks and operating cadences with Sales, Product, and Technical Consulting teams in your area
• Ensure consistent application of global playbooks per product
• Provide field feedback and interlock with Product/Engineering
• Align with Support, which is globally owned but locally deployed

Your Experience

• 10+ years of professional experience in a high-growth SaaS/Cloud Enterprise Organization or similar, including at least 5+ years in a leadership capacity
• Demonstrated experience leading global direct/indirect teams of 10+ in customer success, professional services, and/or support organizations
• Proven track record of managing quantified metrics and execution programs to deliver exceptional results and customer satisfaction
• Extensive customer-facing experience in senior roles, including the ability to effectively communicate and influence C-level executives and various levels of technical and non-technical depth within client teams
• Expertise in managing customer escalations, balancing customer expectations, and negotiating successful resolutions
• Experience leading teams to deliver large technology programs to strategic customers, with expertise in 2+ of the following areas: Network Security, Cloud Security, Product Development, Security Operations, or DevSecOps
• Proven ability to work effectively in a highly matrixed and fast-growing organization, building strong working relationships across multiple functions and mediating conflict
• A strategic mindset with P&L/Run the Business experience, capable of scaling operations, and strong operational, analytical, and problem-solving skills with a track record of driving transformational improvements
• Thought leadership and the ability to anticipate and quickly adapt to changing customer and company needs
• Proven ability to develop customer relationships, understand their businesses, and develop a shared vision for accelerating their business success
• STEM Bachelor’s Degree required or equivalent experience; Master’s degree preferred
• Client-focused program management expertise preferred
• Skilled in customer success software (e.g., Gainsight, Salesforce, Smartsheet, Clarizen, Jira) preferred
• Travel: Open to occasional travel according to the need for strategic customer engagement and on-sites, with a potential for up to 30% travel
• Fluent English. Any additional European language will be a plus

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

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

Your Career

Palo Alto Networks is seeking a forward-thinking Senior Manager of Sales Leadership Development to pioneer the next generation of leadership within our sales organization. This critical role is focused on developing our sales leaders and equipping them with the strategies and tools to excel. You will be responsible for designing and implementing a world-class leadership development program, with a strong emphasis on leveraging breakthroughs in Artificial Intelligence (AI) to enhance coaching, optimize sales processes, and drive a high performance culture.

Your Impact

• Sales Leadership Development Strategy: Design, build, and execute a comprehensive development program for all levels of sales leadership, from first-line managers to senior leaders. This includes curriculum design, workshop facilitation, and creating a continuous learning culture
• Strategic AI Integration: Act as the primary consultant for sales leadership on integrating AI into their management operating rhythm. Identify opportunities where AI can improve forecasting accuracy, strategic account planning, and overall process efficiency
• AI-Powered Coaching Excellence: Champion the use of AI tools to provide data-driven insights into team performance. Coach sales leaders on how to use conversation intelligence and other AI platforms to deliver targeted, effective coaching at scale
• Performance Analytics & Insights: Utilize data and analytics to measure the effectiveness of leadership development programs. Leverage AI and Large Language Models (LLMs) to identify trends in leadership behaviors that correlate with top performance and replicate them across the organization
• Change Management & AI Adoption: Lead initiatives to drive the adoption of AI-powered tools and workflows among the sales leadership team. Articulate the value of human-AI collaboration and ensure managers are equipped to lead their teams through this transformation
• Process Optimization: Collaborate with sales operations to review and refine sales processes. Ensure that processes are standardized to generate the high-quality data necessary for AI systems to learn and provide valuable insights for leadership

Your Experience

• Sales Leadership Experience: Proven experience (5+ years) in a direct sales leadership role is strongly preferred. Alternatively, extensive experience in a sales leadership development or coaching role
• Sales Process: Proven expertise in the methodologies of successful sales leadership. This includes the ability to coach leaders on strategic territory planning, build and inspect sales pipelines, and implement consistent, accurate forecasting cadences to drive predictable revenue
• AI & Technology Acumen: A strong understanding of how AI, machine learning, and data analytics can be applied to improve sales processes and leadership effectiveness
• Strategic & Analytical Mindset: Capacity to think strategically, identify complex challenges within a sales organization, and use data to design and measure effective solutions
• Adaptability and growth mindset: A passion for learning and the ability to thrive in a dynamic, fast-paced environment where technology and buyer behaviors are constantly evolving
• Leadership Development Expertise: Demonstrated success in designing and implementing impactful leadership development or sales enablement programs
• Influential Communicator: Exceptional communication, presentation, and interpersonal skills. Ability to build trust and influence senior sales leaders

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

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

You should also possess a strong reputation for achieving company goals and relationship development with key customer contacts and be an excellent presenter, ranging from tech level up to senior executives.

• Work with your Area Sales VP to develop a technical strategy that accelerates growth of pipeline and sales. Identify key verticals, markets, use cases, and solutions to focus on, and devise a comprehensive strategy and engagement model tailored to the Region (UK, Ireland, Benelux and Nordics).
• Develop and maintain positive relationships with Palo Alto Networks’ partners (reseller, distribution, system integrators, and alliances) through the design, drive and measure of various initiatives (training, evaluation installations, to improve sales productivity through partners, also with focus on ensuring partners drive products in new technology areas
• Demonstrated people leadership skills – including leading through change, coaching managers, demonstrated development plans and execution, reduced attrition results and initiatives, a clear history of promotions and success, etc. Experience of leading teams across multiple countries and cultural nuances.
• Foster channel partner relationships with partner and customer technical leaders
• Drive portfolio sales into the region’s account base and not just single products including selling strategic emerging solutions within a broader portfolio and leading portfolio expansion initiatives, with factual results upselling subscriptions and strategic solutions including cloud delivered services and public cloud security solutions
• Plan and architect compelling technical and business-focused solutions which drive adoption and growth after the initial sale and across the portfolio
• Understand and articulate the key technical, operational, and commercial challenges faced by our prospects and customers that the Palo Alto Networks solution addresses
• Build and maintain relationships with key customers in the territory to solidify reference accounts and to assist the account teams with defining plans to drive more business
• Provide account support through assignments, load balancing, continuity, planning strategically with Sales management, Sales Reps and Technical Solutions, and customer meetings including sales calls, relationship building and problem resolution
• Partner effectively in a matrix manner with extended teams, such as GCS, Finance, HR, Product Management, Marketing, and other relevant organizations
• Act as a skip-level critical issue point for serious and complex pre-sales and post sales technical issues that arise in the region
• Recruit and hire new Technical Solutions Managers into the Region balancing internal hiring and external hiring by building out succession plans.
• Coach, support and develop improved standard methodologies for the Managers in the execution of their duties and responsibilities, including hiring, training and mentoring of new employees on the team;
• Assist with Defining periodic SCE training curriculum, run successful evaluations and timely return of evaluation equipment

Your Experience

• Experience as a Senior pre-sales leader across multiple countries including UK, Nordics, Ireland and Benelux
• Experience in leading a transformation to a platform sell including enabling teams on solution selling
• Industry knowledge of security product market trends and directional awareness of our roadmap and technology development efforts, knowledge of competitor offerings and products
• Knowledge of how to deliver comprehensive security solutions to Palo Alto Networks customer base
• Experience in long term sales plans in order to grow large deals with long term customer relationships.
• Experience in selling, designing, implementing or managing one or more of the following solutions: Network Security, SASE, SaaS, CNAPP and/or SOC Transformation Technologies
• Able to build a high trust culture, where you can address performance issues and reward great performance.
• Partnering with Customer Support functions to ensure successful implementation and adoption of sold solutions
• Strong communication (written and verbal) and presentation skills
• Quota driven attitude focused on client's best solution by being a trusted advisor
• Speaking another language relevant to the area comes as a strong plus.

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

• Responsible for analyzing, building, testing, deploying, maintaining and documenting new SOAR (security orchestration and automation response) playbooks to extend the existing automation capabilities of the Security Operations Center
• Develop innovative approaches to accelerate threat detection, responses, and remediation of security incidents within a global organization.
• Manage and monitor logging pipelines to Cortex Platform, ensuring continuous and uninterrupted flow of intelligence
• Develop first-of-kind solutions that push the limits of SOC Engineering - venturing into uncharted territory
• Collaborate with and provide feedback to the engineers and product managers of Cortex Platform as you operationalize the innovative security solutions within Palo Alto Networks

Your Experience

• Minimum of 3 years of hands-on experience in one or more of the following categories:
  • Developing automation playbooks in XSIAM/XSOAR, Tines, Swimlane or other leading SOAR solution(s).
  • Onboarding and maintaining security logging infrastructure (SIEM) such as XSIAM, Splunk, Devo or other leading SIEM solution(s).
  • Developing solutions in Python for Information Security tools, or other related applications.
• Proficiency in Python scripting
  • Familiarity with interfacing with REST APIs via Python requests
• Strong written and oral communication skills.
• Strong organizational and time management skills.
• Customer-focused, results-driven, and passionate about developing impactful products for the organization.

Education

• Bachelor's degree from four-year college or university or equivalent training, education, and experience in information / cyber security, computer systems, IT, etc. or equivalent military experience required

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 $130,000- $175/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

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

You will drive success by leading and collaborating with cross–functional teams composed of sales leaders, solution consultants, and representatives from various business units and functional groups. This role offers a platform to showcase your expertise in sales strategy, consultative discovery, and engagement execution. You'll excel in areas such as business analysis, problem solving, program management, executive communication and consensus building. As we pivot towards helping our customers achieve a platformization transformation, you'll spearhead the development and execution of cross–platform deals, driving sales across our diverse portfolio.

Reporting to: Senior Director Netsec Sales Acceleration.

Your Impact

• Drive Enterprise Agreements: Lead and support customer sales opportunities. You will use your strong analytical and financial modeling skills to articulate business value and deliver compelling presentations.
• Track Performance: Maintain accurate records of all customer engagements and sales pipeline activities. You'll report regularly to leadership on progress, challenges, and successes to inform strategic decisions.
• Develop Strategic Deals: Work with GTM and sales leadership to identify and target high-value enterprise clients. You will develop comprehensive strategies to approach these clients and secure high-value contracts.
• Structure & Customize Solutions: Partner with sales and solution specialists to tailor our offerings to meet specific client needs. You'll leverage your understanding of our technology to position our solutions as the optimal choice.
• Analyze Client Needs: Conduct thorough needs assessments to understand a client's unique business challenges and pain points. Use this information to craft compelling, value-based proposals.
• Collaborate Cross-Functionally: Work closely with sales, product, finance, and legal teams to align on deal structure and ensure all aspects of the deal are executed seamlessly.
• Negotiate & Close: Implement negotiation tactics to secure favorable terms and drive deals to a successful close while maintaining strong client relationships.
• Provide Market Insights: Stay current with industry trends, the competitive landscape, and emerging technologies to enhance our approach to enterprise agreements.

Your Experience

• Bachelor's degree - preferred Business, Finance, Strategy, or a related field
• Fluent English
• Proven desire to develop a career in technology
• Exceptional analytical and problem-solving skills
• Exceptional communication and interpersonal skills
• Strategic mindset with the ability to analyze complex business challenges and develop innovative solutions
• Demonstrated ability to work collaboratively in cross–functional teams
• Willing to wear multiple hats (strategy development, project management and execution) to do what it takes to move from ideation to execution
• Results–oriented with a proven ability to meet or exceed revenue targets
• Cybersecurity knowledge (industry, solutions, competitors, etc.) is a plus

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