Being the cybersecurity partner of choice, protecting our digital way of life.
Your Career
The GSI Solutions Security Solutions Architect Is responsible to work with the internal and external GSI partner teams to successfully develop and position new joint offerings for one or more GSI partners. In this position you will lead all aspects of the technical solution building process, from initial discussion and tactics forming, building out technical service playbooks to helping to build out labs and supporting feedback from sales discussions. Some level of technical hands-on configuration may also be required. Importantly, this person will also manage enablement activities for the business specific to the defined joint solution or set of joint solutions, working in coordination with the broader partnership GTM teams.
The role will require close coordination with Sales, Sales Engineering leadership, Sales Executive leadership, Product Management, Marketing, Channel Partners, and the Consulting Engineering team. This is a senior technical role in the field and the value produced must be obvious and recurrent. Additionally, we would expect you to keep one eye on the strategy and downstream roadmap, identifying and prototyping future plays and being an evangelist for emerging problems and client challenges
As an experienced Solution Architect, you will be responsible for driving the successful offer development with GSI partners, as well as actively positioning the offer/s with the partners as a driver of the GTM. Collaborating with Palo Alto Networks account teams and partners, you will drive deals through close.
Your Impact
In this key role, you will be the “go to” resource for:
- Collaborating with the GSI’s teams to drive and build unique solution offerings, leveraging the technical strengths & capabilities brought by Palo Alto Networks and the GSI
- Lead and support efforts defining solution architectures, design & implementation guides, and technical enablement plans that demonstrate Palo Alto Networks and the GSI’s value together - You will be leveraging solutions, services and product teams in this effort
- Drive the GTM of the offerings at the GSI and the customer
- Developing best practices and architectures that can be leveraged across all of the Enterprise
- Work closely with the GSI Business Development Director and Solutions team, as well as peers at the GSI (including but not limited to - Technical, PMO, Product and Solutions marketing, Service Creation, Enablement) to craft & execute plan for offer/s developed
- Engage directly with CIO, CISOs, and other key stakeholders at customers as a security expert to penetrate accounts and expand Palo Alto Networks install base through the Identification, qualification, and closure of opportunities
- Collaborating with Palo Alto Networks account teams and partners, drive deals through close
- Build a regular cadence of relationship-building, responsible for “partner peering” exercises to enable stronger partnerships
- You will educate the GSI’s teams on our enterprise security platform value proposition to drive growth of our outcome-based solutions
- Work in highly collaborative environments to team with Account Managers, Sales Engineers, Marketing, and Channel Partners in the region to drive revenue and growth
- Help to exceed customer expectations by identifying impactful user cases that enable people to transform their businesses with Palo Alto Networks products
- Motivate and build extended teams around you to unlock the power of Palo Alto Networks Sales organization, customer base and partner organization
Your Experience
- Minimum 5+ years related systems integrator experience working with customers and partners
- Experience which demonstrates a strong level of expertise in technical specifications required to sell Enterprise Security and/or Networking and Cloud solutions
- Cloud security or SOC experience
- Hands-on evangelizing, selling, demonstrating, and installing security products, ideally spanning Cloud, SOC, MDR for typical enterprise security use cases
- Ability to independently create, design, and develop solutions very successfully working with product teams and/or partners’ offer development teams
- Track record of successfully working for, with, or through partners, especially SIs and Strategic Consultants
- In-depth knowledge in the enterprise security space – both from a technology and a business driver standpoint - Demonstrable experience in solution creation for these environments
- Experience and track record of working with cross-functional and cross-organizational teams
- Effective and persuasive communication (written and verbal) and presentation skills, both internally and externally
- Strong understanding of competitive offerings in the marketplace
- Technical degree or equivalent military experience required
All your information will be kept confidential according to EEO guidelines.
