Job Description

Your Career

The Field Strategist dedicated to EDU including R1 Universities, Higher Education, and large k-12 in the US is responsible for making Palo Alto Networks the undisputed leader in this specialized vertical, marshaling a cross-functional support team to deliver a growth plan that starts with foundational transactions, moves to solutions and branding, and become true market leadership and partnership with our government and education customers. As our face to the market, you bring years of direct cybersecurity experience in the vertical, and leverage your experience, network, and credibility to engage our customers and the industry at the most senior levels.

Your Impact

• Collaborate with marketing, sales, and BD to establish our core story for research universities and extend the foundation of our sales
• Evangelize our vision, point of view, and value proposition for key customer stakeholders
• Serve as the subject matter expert in building customer presentations and other collateral
• Guide the development of training and enablement for our sales teams and partners, including quick reference guides and LMS modules
• Identify and shape the top cybersecurity use cases, and provide expert content to campaign and field marketing teams to drive demand for repeatable sales plays
• Build us into the cybersecurity market leader and partner of choice for research universities
• Create solutions and validated designs that drive industry visibility, differentiated value, and industry best practices
• Join sales calls with C-level customers to help close our largest and most strategic deals
• Be our visible leader: keynote presentations at the leading industry events
• Work with Bus Dev to identify and secure partnerships with technology and consulting partners to establish an optimal GTM approach
• Embed with leading customers and industry groups to create partnerships, thought leadership, invention, and disruption to the way cybersecurity is consumed
• Provide testimony and support legislation to cast awareness on the proper scope and funding of cybersecurity needed in the research space

Qualifications

Your Experience

• Experience working for R1 universities/Higher Ed and K-12 in roles, focused on cybersecurity or chief IT roles in which cybersecurity was a primary function
• First-hand mastery of issues related to technology usage, and the most common software and technology providers in the ecosystem
• Extensive relationships and an excellent reputation in key industry groups
• Experience with public sector contracts, procurement terms and processes, and funding sources Program management skills, and ability to manage a cross-functional team
• Experience working in and establishing a variety of supplier/partner relationship models, ideally including insource/outsource and software license models
• Exceptional public speaking and C-Level customer consultative and relationship skills
• Research and analytical skills
• Proven ability to balance a complex workload, with short- and long-term requirements
• Ability to work autonomously within predefined parameters

Additional Information

The Team

Our sales team members work hand-in-hand with large organizations around the world to keep their digital environments protected. We educate, inspire, and empower our potential clients in their journey to security.

As part of our sales team, you are empowered with unmatched systems and tools, constantly updated research and sales libraries, and a team built on joint success. You won’t find someone at Palo Alto Networks that isn’t committed to your success – with everyone pitching in to assist when it comes to solutions selling, learning, and development. As a member of our sales team, you are motivated by a solutions-focused sales environment and find fulfillment in working with clients to resolve incredibly complex cyberthreats.

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/commissioned roles) is expected to be between $212000 - $292000/YR. The offered compensation may also include restricted stock units and a bonus. A description of our employee benefits may be found here.

Our Commitment

We’re problem solvers that 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.