Field Technology Office and Advisory Director

Our Mission

At Palo Alto Networks®, we're united by a shared mission-to protect our digital way of life. We thrive at the intersection of innovation and impact, solving real-world problems with cutting-edge technology and bold thinking. Here, everyone has a voice, and every idea counts. If you're ready to do the most meaningful work of your career alongside people who are just as passionate as you are, you're in the right place.

Who We Are

In order to be the cybersecurity partner of choice, we must trailblaze the path and shape the future of our industry. This is something our employees work at each day and is defined by our values: Disruption, Collaboration, Execution, Integrity, and Inclusion. We weave AI into the fabric of everything we do and use it to augment the impact every individual can have. If you are passionate about solving real-world problems and ideating beside the best and the brightest, we invite you to join us!

This role is remote, but distance is no barrier to impact. Our hybrid teams collaborate across geographies to solve big problems, stay close to our customers, and grow together. You will be part of a culture that values trust, accountability, and shared success where your work truly matters.

Job Summary

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, a team that 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 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 PAM/IAM/IGA constructs and to move toward platformization.

This will have you partnering with our sales engineers, sales teams, solutions, marketing, product management, and channel partners 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 PANW's market leadership.

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.

What you bring:

• 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 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
• You are geo-savvy, creative, and most comfortable engaging in activities that when successful, bring great benefit to other teams.
• You have directly worked with PAM modernization efforts and transformation with large global strategic customers
• 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.

In this role, you'll get to:

• Have direct involvement with our most strategic customers and partners, building trusted relationships with technical stakeholders, 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.

Qualifications

Experience: 5+ years of enterprise pre-sales engineering, technical consulting, or enterprise architecture experience, with a proven track record of operating in a strategic, advisory, or Principal/Director-level capacity.

Domain Expertise: Deep, hands-on technical expertise across Identity and Access Management (IAM), Privileged Access Management (PAM), and Identity Governance and Administration (IGA). Strong familiarity with machine identity security and modern cloud/platform identity constructs is highly preferred. Transformation Track Record: Demonstrated experience leading PAM modernization and identity transformation initiatives for large, global, strategic enterprise customers.

Executive Presence: Exceptional communication and presentation skills, with a proven ability to "translate" complex technical concepts into strategic business outcomes for C-level executives, while maintaining deep technical credibility with architects and engineers.

Go-To-Market (GTM) Strategy: Experience designing, building, and executing technical GTM strategies, including creating reusable technical selling assets (playbooks, reference architectures, executive briefing materials, and solution concepts).

Cross-Functional Collaboration: Proven ability to act as a bridge between the field and product teams-serving as the "technical voice of the customer" to influence

Industry Thought Leadership: Comfort acting as a public brand ambassador, with a willingness to contribute to industry marketing activities such as Executive Briefing Center (EBC) discussions, webinars, conferences, and blogs.

Compensation Disclosure

The compensation offered for this position will depend on qualifications, experience, and work location. For candidates who receive an offer at the posted level, the starting base salary (for non-sales roles) or base salary + commission target (for sales/com-missioned roles) is expected to be the annual range listed below. The offered compensation may also include restricted stock units and a bonus. A description of our employee benefits may be found here.

$239,000.00 - $278,750.00/yr

Our Commitment

We're trailblazers that dream big, take risks, and challenge cybersecurity's status quo. It's simple: we can't accomplish our mission without diverse teams innovating, together.

We are committed to providing reasonable accommodations for all qualified individuals with a disability. If you require assistance or accommodation due to a disability or special need, please contact us at accommodations@paloaltonetworks.com.

Palo Alto Networks is an equal opportunity employer. We celebrate diversity in our workplace, and all qualified applicants will receive consideration for employment without regard to age, ancestry, color, family or medical care leave, gender identity or expression, genetic information, marital status, medical condition, national origin, physical or mental disability, political affiliation, protected veteran status, race, religion, sex (including pregnancy), sexual orientation, or other legally protected characteristics.

All your information will be kept confidential according to EEO guidelines.

Is role eligible for Immigration Sponsorship? No. Please note that we will not sponsor applicants for work visas for this position.