Being the cybersecurity partner of choice, protecting our digital way of life.
Your Impact
The Principal Solutions Architect’s value is measured in their ability to increase sales productivity by:
- Play a key role on the EBC team in creating customer messaging that ties together the entire Palo Alto Networks Portfolio
- Compelling communication to gain the trust and buy-in from Vice President and CXO contacts at our largest customers and prospects
- Setting and driving an agenda with the customer or prospect, both directly and with sales teams, and within the market through various engagements, including client workshops and architectural assessments and designs
- Developing and maintaining a deep understanding of competing solutions and architectures and being able to successfully position a Palo Alto Networks approach
- Uncovering new technology applications and use cases and aiding in creating presentations, documents, and deliverables that will illustrate value to prospects and customers and the Palo Alto Networks sales teams
- Uncovering and documenting technological/business value gaps between the Palo Alto Networks platform and competitive offerings and communicating these to the broader Palo Alto Networks Sales organization
- Becoming a valued resource to Product Management to discover and understand current shortcomings and competitive insights in our product suite and requirements for future strategic market segments
- The role will require close coordination with the EBC Team, Senior Leadership, Sales, Palo Alto Networks’ CISO and Theater CISO’s, Sales Engineering leadership, Product Management, Marketing, Channel Partners, and the Consulting Engineering team
- This is a senior technical customer-facing role, and the value produced must be evident and recurrent
- Customers and Sales Teams will ask for you by name
Your Experience
- Proven experience in pre-sales is highly preferable - We will also consider applicants with consulting experience
- Extensive knowledge of network and endpoint security architectures, history, and trends
- Solid fundamental networking background
- Knowledge of ancillary security areas such as identity management, SIEM, public, and private cloud architectures
- Demonstrable experience in establishing credibility and strategic messaging with large enterprise customers
- "Whatever it takes" attitude and motivation to do whatever is necessary to close deals
- BSCS or equivalent experience or equivalent military experience required and 10+ years of experience as an end customer and/or as a vendor
- Expected customer travel is 50%
- This is a global role and will require travel both in theater and internationally, including customer and Palo Alto Networks location onsite meetings
- Strong communication (written and verbal) and presentation skills
- Robust problem finding and solving skills, ability to analyze complex multivariate problems, and systematic approach to gain quick resolution, even under duress
- Fluent French and advanced English language skills
Preferences
- Experience working with channel partners and understanding a channel-centric go-to-market approach
- Experience working with companies in the enterprise security space
- End customer background to validate your perspective with customers
All your information will be kept confidential according to EEO guidelines.
