AIRS Solutions Specialist, Public Sector

Palo Alto Networks-posted 4 months ago
$198,000 - $273,000/Yr
Richmond, VA
Computer and Electronic Product Manufacturing
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At Palo Alto Networks, we're leading the charge in securing the evolving Artificial Intelligence (AI) landscape with our Prisma AIRS runtime security platform. We're looking for a passionate and experienced AIRS Solutions Specialist to help drive the go-to-market (GTM) strategy and execution for our rapidly growing AI security solutions within the Public Sector. In this critical pre-sales role, you'll be instrumental in accelerating the adoption of our solutions that help government customers secure the creation and usage of AI applications, from homegrown AI to popular generative AI tools.

  • Define and execute our GTM strategy for AI security solutions, focusing on accelerating adoption with public sector organizations.
  • Collaborate with cross-functional teams to drive pipeline generation, customer engagements, and market penetration within government agencies.
  • Support the development and execution of strategies to identify, qualify, and convert a robust pipeline of potential public sector customers.
  • Conduct thorough market research and competitive analysis to identify key market segments and opportunities within the Public Sector.
  • Lead customer-facing activities, including presentations, demonstrations, and proofs-of-value (POVs), tailored to government needs and requirements.
  • Engage in technical conversations with public sector customers regarding AI security challenges and solutions, including topics like securing RAG models, prompts, vector databases, etc.
  • Build strong relationships with key government stakeholders, including C-level executives, security and IT leaders, and procurement officials.
  • Collaborate closely with sales, marketing, product management, and engineering teams to ensure alignment and effective go-to-market execution for the public sector.
  • Act as an evangelist to educate government customers on generative AI and position Palo Alto Networks as a leader in securing AI projects.
  • 6+ years experience in pre-sales/sales engineering within cybersecurity, including 1+ years of experience in AI and related fields, with a strong focus on technical sales, strategy, and execution.
  • Application security (AppSec) and/or DevSecOps experience is highly desirable.
  • Demonstrated experience working with public sector clients (Federal, DoD, SLED, etc.) is highly preferred.
  • Strong understanding of cloud computing platforms (e.g., AWS, Azure, GCP).
  • Proven track record of success contributing to high-performing technical sales or solution architecture teams.
  • Deep understanding of AI technologies, including machine learning, deep learning, and generative AI.
  • Experienced with security solutions and the cybersecurity market, including data security, network security, and security applied to generative AI.
  • Experience with popular generative AI tools and their security implications is preferred.
  • Ability to thrive in a fast-paced, dynamic environment and adapt to changing market conditions.
  • Compensation offered for this position will depend on qualifications, experience, and work location.
  • Starting base salary (for non-sales roles) or base salary + commission target (for sales/commissioned roles) is expected to be between $198,000 - $273,000/YR.
  • The offered compensation may also include restricted stock units and a bonus.
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