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 Strate