Field Technology Office, Senior Director

Palo Alto Networks • Cincinnati, OH

12d • Remote

About The Position

The Senior Director works in Palo Alto Networks’ Identity Field Technology office, leading the definition and execution of global technical sales strategy for Idira (CyberArk) identity solutions. The role helps shape how sellers bring identity offerings to market, with a focus on securing modern environments and influencing customers to move beyond traditional PAM, IAM, and IGA constructs toward platformization.

The position partners with domain consultants, sales, solutions, marketing, product management, channel partners, and regional sales leaders to develop compelling solution offerings and make Idira’s thought leadership and technical concepts more accessible. It spends most of its time engaging directly with customer and prospect leaders, particularly in the US Central region, while also contributing to global impact. The role develops strategies to accelerate technical presales and establishes standards for customer-facing technical and outcomes discussions.

As a technical and industry leader at the intersection of business and technology, the Senior Director architects, builds, and takes solutions to market across industry sub-verticals and global customers and partners. The role also acts as the technical voice of the customer, sharing real-world insights with product, solutions, and engineering teams to inform product development and competitive differentiation.

Requirements

• Deep experience in identity and access management, privileged access management, and machine identity security.
• Experience building and executing programs across identity and access management, privileged access management, and machine identity security domains within large organizations.
• A successful track record of architecting, building, and taking solutions to market across industry sub-verticals and global customers and partners.
• Strong presentation skills, with the ability to tailor guidance to the audience’s challenges, motivations, and technical level, including C-level and technical audiences.
• Based in or able to regularly travel to the US Central region.
• Ability to combine strategy with execution and lead technical go-to-market efforts by example.
• Strong interest in technology and its potential to create positive impact.
• Inquisitiveness and a commitment to ongoing learning.
• Eligible candidates must be able to work without immigration sponsorship; the role is not eligible for work visa sponsorship.

Responsibilities

• Lead the definition and execution of global technical sales strategy for Idira identity solutions.
• Engage directly with strategic customers, prospects, ecosystem partners, and market opinion leaders, primarily in the US Central region.
• Build trusted relationships with technical stakeholders and leaders, participate in product and solution briefings, and lead co-innovation projects.
• Bring customer insights, industry trends, functional requirements, and technical gaps to product management to inform prioritization.
• Create repeatable technical selling assets, including concept slides, executive briefing materials, use cases, demonstration guidance, go-to-market play concepts, and solutions.
• Partner with business transformation and solution specialist go-to-market teams to prioritize industry-specific capabilities and advance Palo Alto Networks’ market strategy and vision.
• Work with presales and go-to-market leadership and enablement and excellence teams to scale successful motions by enabling and activating sales engineering and business teams.
• Identify, recruit, and map potential ISV partners and marketplace providers for target reference architectures, data sets, and use cases.
• Enable the technical sales team on industry trends and solution offerings.
• Lead technical and roadmap/vision discussions at executive briefing centers (EBCs).
• Collaborate with the technical community to provide feedback and influence future product development.
• Contribute to industry marketing activities, including webinars, conferences, and blogs.
• Develop compelling solution offerings with domain consultants, sales teams, solutions, marketing, product management, channel partners, and regional sales leaders.
• Set technical presentation standards for customer-facing technical and outcomes discussions.
• Represent the technical voice of the customer to product, solutions, and engineering teams.

Benefits

• Compensation may include restricted stock units and a bonus.
• Employee benefits are referenced in the job posting, but specific benefits are not listed.

What This Job Offers

• Job Type: Full-time
• Career Level: Senior
• Education Level: No Education Listed