Principal Solutions Architect, Cortex

Our MissionAt Palo Alto Networks everything starts and ends with our mission:Being the cybersecurity partner of choice, protecting our digital way of life.Our vision is a world where each day is safer and more secure than the one before. We are a company built on the foundation of challenging and disrupting the way things are done, and we’re looking for innovators who are as committed to shaping the future of cybersecurity as we are.Our Approach to WorkWe lead with flexibility and choice in all of our people programs. We have disrupted the traditional view that all employees have the same needs and wants. We offer personalization and offer our employees the opportunity to choose what works best for them as often as possible - from your well-being support to your growth and development, and beyondYour CareerAs a Principal Solutions Architect at Palo Alto Networks, you are responsible for improving the productivity of our sales teams through the creation and delivery of business-relevant security conversations to our key prospects and customers. As a thought leader, you will address CyberSecurity related issues by leveraging the full Palo Alto Networks portfolio in a way that creates differentiated business value. As a trusted advisor, you will provide valuable insights and education on effective risk reduction, compliance, governance, and cost reduction through a prevention-first security approach based on the Palo Alto Networks security platform.The Principal Solutions Architect’s value is measured in their ability to increase sales productivity by:Compelling communication to gain the trust and buy-in from Vice President and CXO contacts at our largest customers and prospectsSetting 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 designsDeveloping and maintaining a deep understanding of competing solutions and architectures and being able to position a Palo Alto Networks approach successfullyUncovering 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 teamsUncovering and documenting technological/business value gaps between the Palo Alto Networks Cortex platform and competitive offerings and communicating these to the broader Palo Alto Networks Sales organizationBecoming 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 segmentsPlaying a role on the EBC team in creating customer messaging that ties the Cortex Portfolio together with the entire Palo Alto Networks PortfolioThe role will require close coordination with the 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 ImpactIn this director level role, you will lead and direct cross-functional teams within Palo Alto Networks to ensure the highest quality of product and service delivery focused on customer business outcomesAs a thought leader, you will address customers and prospects security operations challenges and work with them to develop a successful strategy for their organization to implement Palo Alto Networks Cortex technologies in a way that creates differentiated business valueEngage and establish an advisory relationship with key Manager, Director, VP, and CXO contacts at strategic customers to transform their security strategyEngage directly with senior technical and business leaders at key prospects and customers as a security expert to penetrate whitespace accounts and expand Cortex install base through the Identification, qualification, and closure of opportunitiesWork with the sales teams on strategic opportunities for the development and delivery of differentiated proposals which clearly demonstrate the business and technical value of CortexProvide summarized and business-relevant feedback into content, Product Management, Product Marketing, Competitive Marketing, and Field Marketing based on customer engagements to improve Palo Alto Networks effectiveness in communicating its value proposition to prospects and clientsEngage in continuous self-improvement and learning to maintain technical leadership of relevant technologies (security, data center, public cloud, networking, endpoint, etc.)As a trusted advisor, you will provide valuable insights and education on effective risk reduction, compliance, governance, and cost reduction through a prevention-first security approach based on the Palo Alto Networks security platformBecoming 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 segmentsDevelop and maintain ongoing executive-level relationships with our largest XSIAM Customers to drive continued platform satisfaction and adoptionDelivery of targeted CXO-level Threat and Risk Management Briefings by leveraging U42 research and Xpanse ASM MappingsDeveloping and maintaining an executive-level point of view on Cybersecurity trends with a deep understanding of security operations and the ability to successfully position a Palo Alto Networks approachYour ExperienceSelf-motivated and "Whatever it takes" attitude and motivation to do whatever is necessary to close dealsExtensive knowledge of security operations, SIEM, attack surface management, network and endpoint security architectures, history, and trendsExperience with SIEM, Log Management, XDR/EDR, and security investigation tools commonly used by large customers to run their security programsKnowledge of ancillary security areas such as identity management, public and private cloud architecturesDemonstrable experience in establishing credibility and strategic messaging with large enterprise customersBSCS or equivalent or equivalent military experience required and 10+ years of experience as an end customer and/or as a vendorExpect to travel a minimum of 50%+ of the weeks in the fiscal year - This is a global role and will require travel both in theater and internationally - Travel will include customer and Palo Alto Networks location onsite meetingsStrong communication (written and verbal) and presentation skills, both internally and externallyRobust problem finding and solving skills, ability to analyze complex multivariate problems, and systematic approach to gain quick resolution, even under duressSuper organizational skillsPreferencesExperience working with channel partners and understanding a channel-centric go-to-market approachExperience working with companies in the enterprise security spaceEnd customer background to validate your perspective with customersThe TeamOur GTM team members work hand in hand with large organizations around the world to keep their digital environments protected. We educate, inspire, and empower our potential clients in their journey to security.As part of our GTM team, you are empowered with unmatched systems and tools, constantly updated research and sales libraries, and a team built on joint success. You won’t find someone at Palo Alto Networks who isn’t committed to your success — everyone pitches in to assist when it comes to solutions selling, learning, and development. As a member of our Sales team, you are motivated by a solutions-focused sales environment and find fulfillment in working with clients to resolve incredibly complex cyber threats.Our CommitmentWe’re trailblazers that dream big, take risks, and challenge cybersecurity’s status quo. It’s simple: we can’t accomplish our mission without diverse teams innovating, together.We are committed to providing reasonable accommodations for all qualified individuals with a disability. If you require assistance or accommodation due to a disability or special need, please contact us at

.Palo Alto Networks is an equal opportunity employer. We celebrate diversity in our workplace, and all qualified applicants will receive consideration for employment without regard to age, ancestry, color, family or medical care leave, gender identity or expression, genetic information, marital status, medical condition, national origin, physical or mental disability, political affiliation, protected veteran status, race, religion, sex (including pregnancy), sexual orientation, or other legally protected characteristics.All your information will be kept confidential according to EEO guidelines.Please note that we will not sponsor applicants for work visas for this position.

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