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Lead Solutions Architect, Cortex
Il y a 3 mois
Our Mission
At Palo Alto Networks, our commitment is to serve as the premier cybersecurity partner, safeguarding our digital existence. We envision a future where each day is more secure than the last. Our foundation is built on innovation and a desire to redefine the norms, and we seek individuals who share our passion for advancing the cybersecurity landscape.
Your Career
As a Principal Solutions Architect at Palo Alto Networks, your role is pivotal in enhancing the efficiency of our sales teams by crafting and delivering relevant security discussions to our key prospects and clients. As a thought leader, you will tackle cybersecurity challenges by utilizing the comprehensive Palo Alto Networks portfolio to create distinct business advantages. Acting as a trusted advisor, you will offer critical insights and education on effective risk management, compliance, governance, and cost efficiency through a prevention-first security strategy grounded in the Palo Alto Networks security platform.
The effectiveness of the Principal Solutions Architect is gauged by their ability to elevate sales productivity through:
- Engaging communication that fosters trust and support from Vice President and CXO stakeholders at our major clients and prospects.
- Establishing and steering an agenda with clients or prospects, both directly and in collaboration with sales teams, through various interactions, including client workshops and architectural evaluations.
- Developing and sustaining a profound understanding of competing solutions and architectures, enabling effective positioning of the Palo Alto Networks approach.
- Identifying new technological applications and use cases, assisting in the creation of presentations, documents, and deliverables that showcase value to prospects, clients, and the Palo Alto Networks sales teams.
- Recognizing and documenting technological/business value gaps between the Palo Alto Networks Cortex platform and rival offerings, and communicating these insights to the broader Palo Alto Networks Sales organization.
- Becoming a valuable resource for Product Management to uncover and comprehend current limitations and competitive insights within our product suite and requirements for future strategic market segments.
- Contributing to the EBC team in formulating customer messaging that integrates the Cortex Portfolio with the entire Palo Alto Networks Portfolio.
This role necessitates close collaboration with Senior Leadership, sales teams, Palo Alto Networks' CISO and Theater CISOs, Sales Engineering leadership, Product Management, Marketing, Channel Partners, and the Consulting Engineering team. This is a senior technical role that engages directly with customers, and the value generated must be clear and consistent. Customers and Sales Teams will seek your expertise by name.
Your Impact
- Lead and coordinate cross-functional teams within Palo Alto Networks to ensure the highest quality of product and service delivery focused on customer business outcomes.
- Address security operations challenges faced by customers and prospects, collaborating with them to develop successful strategies for implementing Palo Alto Networks Cortex technologies.
- Establish an advisory relationship with key Manager, Director, VP, and CXO contacts at strategic customers to transform their security strategies.
- Engage directly with senior technical and business leaders at key prospects and customers as a security expert to penetrate whitespace accounts and expand the Cortex install base through the identification, qualification, and closure of opportunities.
- Collaborate with sales teams on strategic opportunities to develop and deliver differentiated proposals that clearly demonstrate the business and technical value of Cortex.
- Provide summarized and business-relevant feedback into content, Product Management, Product Marketing, Competitive Marketing, and Field Marketing based on customer engagements to enhance Palo Alto Networks' effectiveness in conveying its value proposition to prospects and clients.
- Engage in continuous self-improvement and learning to maintain technical leadership in relevant technologies (security, data center, public cloud, networking, endpoint, etc.).
- As a trusted advisor, offer valuable insights and education on effective risk management, compliance, governance, and cost efficiency through a prevention-first security approach.
- Develop and maintain ongoing executive-level relationships with our largest XSIAM Customers to drive continued platform satisfaction and adoption.
- Deliver targeted CXO-level Threat and Risk Management Briefings by leveraging U42 research and Xpanse ASM Mappings.
- Maintain an executive-level perspective on cybersecurity trends with a deep understanding of security operations and the ability to effectively position a Palo Alto Networks approach.
Your Experience
- Self-motivated and driven.
