Director, Field Technology Office and Advisory

Palo Alto Networks•Remote - USA - CA, CA

1d•$239,000 - $278,750•Remote

About The Position

In this role, you will work side-by-side with Idira (CyberArk) customers, prospects, partners, and market opinion leaders as a Director in the Identity Field Technology office. This team is responsible for leading, in definition and practice, our global Technical Sales strategy and setting the direction of how sellers take Palo Alto Networks’ identity solutions and translate them to a winning technical Go-To-Market (GTM). The scope of this extends to every technology that Idira offers into the realms of holistic identity security with a special focus on securing modern environments and influencing customer executives to rethink common Privileged Access Management (PAM)/Identity and Access Management (IAM)/Identity Governance and Administration (IGA) constructs and to move toward platformization. This will have you partnering with our domain consultants, sales teams, solutions, marketing, product management, channel partners, and regional sales leaders to construct compelling solution offerings and to make Idira’s thought leadership position, and the deep technical concepts behind it, stronger and more approachable. This will also have you spending the majority of your time in direct interactions with customer and prospect leaders to inspire confidence in Palo Alto Networks’ market leadership, concentrated in and around the US West with the opportunity to make a global impact. This team builds strategies for accelerating technical pre-sales activity and sets the technical presentation standards for the customer facing technical or outcomes discussions (i.e., how to technically speak about Idira offerings). You will act as a visionary and industry expert being at the intersection of business and technology and can apply your successful track record of architecting, building, and taking solutions to market that are applicable to various sub verticals in the industry, across global customers and partners. Likewise, you will be the technical voice of the customer—bringing customer insights directly to the product, solutions, and engineering teams to provide real-world experience into product development and competitive differentiation.

Requirements

You’re a dynamic presenter with a penchant for ‘talking at the right level’—being empathetic with your audience to understand their challenges, motivations, and technical level when crafting guidance. This will be applied across C-level and technical audiences—internal and external.
You are based in or around the US West.
You love to combine strategy with execution, and you play for your teammates-- leading our technical GTM by example.
You’re a well-rounded technologist at heart with a passion for how technology (not just ours) is ever-changing and has the power to create a positive impact.
You have deep experience in identity and access management, privileged access management, and machine identity security and have built/executed programs that cross all of these domains with large organizations.
You are geo-savvy, creative, and most comfortable engaging in activities that when successful, bring great benefit to other teams.
You are inquisitive and never stop learning. Every trend, every meeting, every enablement, and every engagement is an opportunity to help our technical go-to-market become stronger.

Responsibilities

Have direct involvement with our most strategic customers and partners, building trusted relationships with technical stakeholders/leaders, participate in product and solution briefings, and lead co-innovation projects.
Be the voice of the customer identifying industry trends, functional requirements and technical gaps to partner with product management for prioritization.
Drive repeatability by creating specific technical selling assets (concept slides, executive briefing materials, use cases, demonstration guidance, GTM play concepts and solutions).
Collaborate with our business transformation and solution specialist go-to-market teams to prioritize industry-specific capabilities and drive Palo Alto Networks’ winning strategy vision into the market.
Collaborate with pre-sales leadership, GTM leadership, and the enablement and excellence teams in scaling the winning motion by enabling and activating the SE team and business teams.
Identify, recruit and map potential ISV partners and marketplace providers to target reference architecture, data sets and use cases.
Enable the technical sales team on industry trends and solution offerings.
Lead EBC technical and roadmap/vision discussions.
Collaborate with the technical community to provide feedback and impact on future product development.
Contribute and participate in industry marketing activities such as webinars, conferences, blogs etc.