Senior Solutions Architect (SASE Technology Partnerships)

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

We are looking for a motivated, intelligent, hardworking and creative candidate to join the Palo Alto Networks Technology Partnerships Team (TPT) to focus on the SASE product family.

The ideal candidate will be a tech leader (80% technical/20% business). They are technology strategists.  They are deeply technical and (should/will*) possess an architectural mindset. They stay current and informed on technology trends, they thrive by driving the  art of the possible discussions, and focus on the value add of technical integrations.  They can ideate differentiated solutions ahead of the market. 

Your Impact

• Technology Value Proposition and feasibility Analysis
  • Identify and prioritize key partners that solve key product challenges as defined by product management
  • Evaluate the feasibility of integration based on partner API information, technical architecture and our product roadmap
  • Analyze and develop technical value propositions with key partners that help solve customer needs and are aligned with the product strategy and partnership thesis
  • Pressure test value propositions with field/partner SE teams and key lighthouse customers
• Joint Solution Creation
  • Collaborate and advise Product management, Product marketing and technical marketing in creating the  technical joint value proposition for customers 
  • Create technology blueprint/architecture  with partner(s) that demonstrates the value proposition
  • Advise PM/PMM/TME team on the key joint solution features that will drive adoption of the integration
  • Lead collaborations with the partner’s team to drive and build unique solution offerings, leveraging the technical strengths & capabilities of SASE
  • Lead and support efforts defining solution architectures, design & implementation guides, and technical enablement plans that demonstrate SASE and the partner’s joint value proposition 
  • Interpreting partner requirements and translating them for internal constituents - align with Product Management to drive enhancements to SASE products to support partner use cases
  • Support PM/PMM/TME team as they create the correct demo and other technical collateral, integration guide,joint solution brief 
• Partner and Sales enablement
  • Ensure partners have access to trial licenses and work with PM/TME teams to provide the same
  • Work with PMM and TME teams in creating material that will help partner field teams and RTM (CSP/GSI/Channel) understand the technical value proposition and the implementation steps
  • Drive the GTM strategy of the offerings, at the partner and the customer
  • Work closely with the TPT Business Development, as well as peers at the partner (including but not limited to - Technical, PMO, Product and Solutions marketing, Service Creation, Enablement) to craft & execute the business plan for offer/s developed
  • Build POVs to showcase solutions - Participate on webinars and presentations
  • Build a regular cadence of relationship-building, responsible for “partner peering” exercises to enable stronger partnerships
  • You will educate the partner’s teams on the SASE 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 use cases that enable people to transform their businesses with SASE products
  • Motivate and build extended teams around you to unlock the power of SASE within our customer base and partner organization

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