Principal Architect, Cortex

ImplementZero Trust, Secure your Network, Cloud workloads, Hybrid Workforce,Leverage Threat Intelligence & Security Consulting.Cybersecurity Services & Education for CISO’s, Head ofInfrastructure, Network Security Engineers,Cloud...

At Palo Alto Networks everything startsand ends with our mission:

Being thecybersecurity partner of choice, protecting our digital way oflife.

Our vision is a world where each day issafer and more secure than the one before. We are a company builton the foundation of challenging and disrupting the way things aredone, and we’re looking for innovators who are as committed toshaping the future of cybersecurity as weare.

Who WeAre

We take our mission ofprotecting the digital way of life seriously. We are relentless inprotecting our customers and we believe that the unique ideas ofevery member of our team contributes to our collective success. Ourvalues were crowdsourced by employees and are brought to lifethrough each of us every day - from disruptive innovation andcollaboration, to execution. From showing up for each other withintegrity to creating an environment where we all feelincluded.

As a member of our team, you will beshaping the future of cybersecurity. We work fast, value ongoinglearning, and we respect each employee as a unique individual.Knowing we all have different needs, our development and personalwellbeing programs are designed to give you choice in how you aresupported. This includes our FLEXBenefits wellbeing spendingaccount with over 1,000 eligible items selected by employees, ourmental and financial health resources, and our personalizedlearning opportunities - just to name a few

As a Principal Architect at PaloAlto Networks, you are responsible for improving the productivityof our sales teams through the creation and delivery ofbusiness-relevant security conversations to our key prospects andcustomers. As a thought leader, you will address cybersecurityrelated issues by leveraging the full Palo Alto Networks portfolioin a way that creates differentiated business value. As a trustedadvisor, you will provide valuable insights and education oneffective risk reduction, compliance, governance, and costreduction through a prevention-first security approach based on thePalo Alto Networks security platform.

ThePrincipal Architect’s value is measured in their ability toincrease sales productivityby:

• Compelling communication to gainthe trust and buy-in from Vice President and CXO contacts at ourlargest customers and prospects
• Setting anddriving an agenda with the customer or prospect, both directly andwith sales teams, and within the market through variousengagements, including client workshops and architecturalassessments and designs
• Developing andmaintaining a deep understanding of competing solutions andarchitectures and being able to position a Palo Alto Networksapproach successfully
• Uncovering new technologyapplications and use cases and aiding in creating presentations,documents, and deliverables that will illustrate value to prospectsand customers and the Palo Alto Networks salesteams
• Uncovering and documentingtechnological/business value gaps between the Palo Alto NetworksCortex platform and competitive offerings and communicating theseto the broader Palo Alto Networks Salesorganization
• Becoming a valued resource toProduct Management to discover and understand current shortcomingsand competitive insights in our product suite and requirements forfuture strategic market segments
• Playing a roleon the EBC team in creating customer messaging that ties the CortexPortfolio together with the entire Palo Alto NetworksPortfolio

The role will require closecoordination with the Senior Leadership, Sales, Palo Alto Networks’CISO and Theater CISO’s, Sales Engineering leadership, ProductManagement, Marketing, Channel Partners, and the ConsultingEngineering team. This is a senior technical customer-facing role,and the value produced must be evident and recurrent. Customers andSales Teams will ask for you byname.

YourImpact

• In thisdirector-level role, you will lead and direct cross-functionalteams within Palo Alto Networks to ensure the highest quality ofproduct and service delivery focused on customer businessoutcomes
• As a thought leader, you will addresscustomers and prospects security operations challenges and workwith them to develop a successful strategy for their organizationto implement Palo Alto Networks Cortex technologies in a way thatcreates differentiated business value
• Engageand establish an advisory relationship with key Manager, Director,VP, and CXO contacts at strategic customers to transform theirsecurity strategy
• Engage directly with seniortechnical and business leaders at key prospects and customers as asecurity expert to penetrate whitespace accounts and expand Cortexinstall base through the Identification, qualification, and closureof opportunities
• Work with the sales teams onstrategic opportunities for the development and delivery ofdifferentiated proposals which clearly demonstrate the business andtechnical value of Cortex
• Provide summarizedand business-relevant feedback into content, Product Management,Product Marketing, Competitive Marketing, and Field Marketing basedon customer engagements to improve Palo Alto Networks effectivenessin communicating its value proposition to prospects andclients
• Engage in continuous self-improvementand learning to maintain technical leadership of relevanttechnologies (security, data center, public cloud, networking,endpoint, etc.)
• As a trusted advisor, you willprovide valuable insights and education on effective riskreduction, compliance, governance, and cost reduction through aprevention-first security approach based on the Palo Alto Networkssecurity platform
• Becoming a valued resource toProduct Management to discover and understand current shortcomingsand competitive insights in our product suite and requirements forfuture strategic market segments
• Develop andmaintain ongoing executive-level relationships with our largestXSIAM Customers to drive continued platform satisfaction andadoption
• Delivery of targeted CXO-level Threatand Risk Management Briefings by leveraging U42 research and XpanseASM Mappings
• Developing and maintaining anexecutive-level point of view on Cybersecurity trends with a deepunderstanding of security operations and the ability tosuccessfully position a Palo Alto Networksapproach

YourExperience

• Extensiveknowledge of security operations, SIEM, attack surface management,network and endpoint security architectures, history, andtrends
• Experience with SIEM, Log Management,XDR/EDR, and security investigation tools commonly used by largecustomers to run their securityprograms
• Demonstrable senior level experiencein an IT vendor pre-sales or post-sales role - We will alsoconsider applicants that have SIEM deployment expertise in an enduser environment
• Demonstrable experience inestablishing credibility and strategic messaging with largeenterprise customers
• Knowledge of ancillarysecurity areas such as identity management, public and privatecloud architectures
• Self-motivated attitude todo whatever is necessary to close deals
• Expectto travel a minimum of 50%+ of the weeks in the fiscal year - Thisis a global role and will require travel both in theater andinternationally - Travel will include customer and Palo AltoNetworks location onsite meetings
• Strongcommunication (written and verbal) and presentation skills, bothinternally and externally
• Robust problemfinding and solving skills, ability to analyze complex multivariateproblems, and systematic approach to gain quick resolution, evenunder duress
• Super organizationalskills
• Fluent German and advanced Englishlanguageskills

Preferences

• Experienceworking with channel partners and understanding a channel-centricgo-to-market approach
• Experience working withcompanies in the enterprise security space
• Endcustomer background to validate your perspective withcustomers

TheTeam

Our GTM team members workhand in hand with large organizations around the world to keeptheir digital environments protected. We educate, inspire, andempower our potential clients in their journey tosecurity.

As part of our GTM team, you areempowered with unmatched systems and tools, constantly updatedresearch and sales libraries, and a team built on joint success.You won’t find someone at Palo Alto Networks who isn’t committed toyour success — everyone pitches in to assist when it comes tosolutions selling, learning, and development. As a member of ourSales team, you are motivated by a solutions-focused salesenvironment and find fulfillment in working with clients to resolveincredibly complex cyberthreats.

OurCommitment
We’re problem solvers that takerisks and challenge cybersecurity’s status quo. It’s simple: wecan’t accomplish our mission without diverse teams innovating,together.

We are committed to providingreasonable accommodations for all qualified individuals with adisability. If you require assistance or accommodation due to adisability or special need, please contact us ataccommodations@paloaltonetworks.com.

Palo AltoNetworks is an equal opportunity employer. We celebrate diversityin our workplace, and all qualified applicants will receiveconsideration for employment without regard to age, ancestry,color, family or medical care leave, gender identity or expression,genetic information, marital status, medical condition, nationalorigin, physical or mental disability, political affiliation,protected veteran status, race, religion, sex (includingpregnancy), sexual orientation, or other legally protectedcharacteristics.

All your information will bekept confidential according to EEOguidelines.

Is role eligible forImmigration Sponsorship? No.Pleasenote that we will not sponsor applicants for work visas for thisposition.