Technical Solutions Architect, CSP Partners - job 2 of 2

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.
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.

Who We Are

We take our mission of protecting the digital way of life seriously. We are relentless in protecting our customers and we believe that the unique ideas of every member of our team contributes to our collective success. Our values were crowdsourced by employees and are brought to life through each of us everyday - from disruptive innovation and collaboration, to execution. From showing up for each other with integrity to creating an environment where we all feel included.

As a member of our team, you will be shaping the future of cybersecurity. We work fast, value ongoing learning, and we respect each employee as a unique individual. Knowing we all have different needs, our development and personal wellbeing programs are designed to give you choice in how you are supported. This includes our FLEXBenefits wellbeing spending account with over 1,000 eligible items selected by employees, our mental and financial health resources, and our personalized learning opportunities - just to name a few!

Your Career  

The Technical Solutions Architect is a global role, with a particular focus on Microsoft and Oracle as CSP (cloud service provider) partners. This position is responsible for providing technical leadership and strategy for the CSP build with and sell through partnership on Microsoft Azure and OCI. You will be the expert on our technology/solutions with these partners. You will help navigate current and future offerings/architectures from Microsoft (not just Azure) and Oracle (not just OCI), and provide prescriptive guidance to Palo Alto Networks’ Product and Field teams on areas of collaboration and potential overlap.   

The role will be a leader in developing our sell through story on these platforms and in providing technical expertise on our joint offers to both the Palo Alto Networks and Partners field sellers and our mutual customers. You will support reference architectures, integrations, development of technical co-selling resources and act as an expert problem solver and trainer on these motions and solutions to both Microsoft Cloud Architects and Palo Alto Networks field sellers and architects.

Your Impact

• Understand the CSP’s and PANW’s security offerings at a deeper level, including the CSP’s current and future roadmap of security offerings

• Be a thought leader in identifying future integration opportunities with the CSP’s security offerings

• Present to customers as the expert in your area at all levels in the customer hierarchy from technician to CIO/CISO

• Converse at a C-level on industry trends and emerging changes to the cloud cybersecurity landscape that every customer must be aware of and planning to deal with

• Direct discussions of competitive nature in the marketplace and position the best alternative

• Lead demonstrations of product from beginning to end that showcase our unique value

• In-person and remote interactions with customers must be equally persuasive

• Create architectures that will enable PANW field teams, or customers, or the CSP to show the overlap/complementary nature of the PANW and CSP products/solutions.

• Maintain existing and create new integrations (including developing solution briefs) with the CSP that don’t require the product team’s involvement

• Achieve competencies with the CSPs to maintain and elevate our partnership to new levels.

• Provide design consultation and best practice guidance for rollout, implementation, and policy conversion during the 'pre-sales' process for strategic opportunities

• Engage in any critical biz development projects with CSP by being the technical expert/advisor

• Work with Product Management, Technical Marketing, and R&D to create requirements and product features for our customers, and provide feedback from customers

• Participate in customer-facing webinars to generate leads

• Present product update/roadmaps and enhancement training to other SEs and CSP Engineers in the region or theater

• Deliver demos for strategic prospects and current accounts in all facets of Palo Alto Networks offerings and integrations in CSP environments.

• Train fellow teammates/colleagues as well as CSP Engineers and partners.

• Provide advanced “CSP Engineer” training for updates in the Palo Alto Networks and CSP product suite

• Help establish and manage POC environments and lead partner and customer presentations in support of the CSP business

Your Experience 

• In-depth technical knowledge of public cloud, CSP offered services both from a technology and a business perspective

• Demonstrated ability to sell, demonstrate, install and troubleshoot products

• Can present and demonstrate at high-level and have a discussion of these environments

• Ability to write code for integrations

• Scripting capabilities in Azure as well as knowledge in Terraform and Python

• Experience in basic L2-L4 Networking (Cloud Networking Architectures, IP routing including BGP, L4 Load balancing)

• Experience with cloud and security in cloud - IaaS, SaaS and PaaS products, preferably with Microsoft Azure and Azure Networking

• BSCS or equivalent and 8+ years of experience as an SE

• Demonstrated ability to work in a virtual and matrix environment

• Proven ability to manage a myriad of different disciplines and tasks in a high pressure, time sensitive environment

• 40%-50% travel with ability to travel internationally

• Strong communication (written and verbal),presentation, and demonstration skills

• “Self-Motivated” and "Whatever it takes" attitude and motivation to do whatever necessary to assist in winning business

• Think on your feet to answer questions and respond with insight and poise that are relevant

The Team

The Technical Solutions Architect will be part of the team that coordinates Palo Alto Networks GTM activities and will be a central conduit for engagement management between Palo Alto Networks and our CSP Partners. This role is regarded as being highly strategic to the company and the Public Cloud initiative in regard to strategy, influence and execution. Reporting to the Sr. Director of Public Cloud Partnerships, the role will have several dotted line coordination requirements for consistent communication and engagement with Product Development/Marketing, Business Development, Ecosystems, and Field sales. This position will be the knowledge expert on all aspects of the assigned CSPs and will be asked to present at customer engagements, QBRs, executive meetings, trainings, and events.

Compensation Disclosure

The compensation offered for this position will depend on qualifications, experience, and work location. For candidates who receive an offer at the posted level, the starting base salary (for non-sales roles) or base salary + commission target (for sales/commissioned roles) is expected to be between $186,000 - $237,900/YR. The offered compensation may also include restricted stock units and a bonus. A description of our employee benefits may be found here.

Our Commitment

We’re problem solvers that 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  [email protected].

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.

Is role eligible for Immigration Sponsorship? No. Please note that we will not sponsor applicants for work visas for this position.