GSI Security Solutions Architect

Company Description

Our Mission

At Palo Alto Networks® everything starts and ends with our mission:

Being the cybersecurity partner of choice, protecting our digital way of life.

We have the vision of a world where each day is safer and more secure than the one before. These aren’t easy goals to accomplish – but we’re not here for easy. We’re here for better. 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.

We’re changing the nature of work. Palo Alto Networks is evolving to meet the needs of our employees now and in the future through FLEXWORK, our approach to how we work. From benefits to learning, location to leadership, we’ve rethought and recreated every aspect of the employee experience at Palo Alto Networks.  And because it FLEXes around each individual employee based on their individual choices, employees are empowered to push boundaries and help us all evolve, together.

Job Description

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.

More 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. 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

Your Impact 

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. 

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
• 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
• 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

Qualifications

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

Additional Information

The Team

Our Palo Alto Networks GSI Alliance team is a  group of hand-selected individuals that are focused on driving our relationships with our GSI Partners. This focused and experienced team works directly with our GSI counterparts, as well as internally and externally key stakeholders and constituents to operationalize and achieve our desired business plan outcomes.  This role will be critical to ensuring we execute on time and on plan.

Our Commitment

We’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 accommodations@paloaltonetworks.com.

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.

The compensation offered for this position will depend on qualifications, experience, and work location. For candidates who receive an offer, the starting salary (includes on-target earnings = base + on target incentives for sales roles) is expected to be between $126,800/yr to $205,150/yr. The offered compensation may also include restricted stock units and a bonus. A description of our employee benefits may be found here.

Covid-19 Vaccination Information for Palo Alto Networks Jobs

• Vaccine requirements and disclosure obligations vary by country.
• Unless applicable law requires otherwise, you must be vaccinated for COVID or qualify for a reasonable accommodation if:
  • The job requires accessing a company worksite
  • The job requires in-person customer contact and the customer has implemented such requirements
  • You choose to access a Palo Alto Networks worksite
• If you have questions about the vaccine requirements of this particular position based on your location or job requirements, please inquire with the recruiter.