Be Part of Something Bigger

Company Description

Our Mission

At Palo Alto Networks® everything starts and ends with our mission:

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Being the cybersecurity partner of choice, protecting our digital way of life.

Our vision is a world where each day is safer and more secure than the one before. 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.

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Who We Are

We take our mission of protecting the digital way of life seriously. We are relentless in protecting our customers and we believe that the unique ideas of every member of our team contributes to our collective success. Our values were crowdsourced by employees and are brought to life through each of us everyday - from disruptive innovation and collaboration, to execution. From showing up for each other with integrity to creating an environment where we all feel included.

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As a member of our team, you will be shaping the future of cybersecurity. We work fast, value ongoing learning, and we respect each employee as a unique individual. Knowing we all have different needs, our development and personal wellbeing programs are designed to give you choice in how you are supported. This includes our FLEXBenefits wellbeing spending account with over 1,000 eligible items selected by employees, our mental and financial health resources, and our personalized learning opportunities - just to name a few!

• Work cross-functionally across teams at Palo Alto Networks and at our partners to advance existing and develop new strategies to drive pipeline and accelerate revenue together
• Help define the partnership priorities in working in conjunction with direct manager and Product, GTM, and geo-level Sales leaders within Palo Alto Networks and our partners
• Help define a global business plan for unique technical integrations and OEM solution offerings with teams in Palo Alto Networks in collaboration with our Partner and potentially other partners in the Ecosystem
• Identify programs to scale and grow pipeline to yield opportunities that will transition to GTM and Account Teams. Be an escalation point for GTM and Account Teams in support of strategic deals
• Advocate for Product and GTM innovations to improve business results for technical integrations and OEM solution offerings with an aim to differentiate over competitive offerings. Identify emerging Product and GTM challenges and contribute to future solution strategies
• Execute joint GTM Sell-Through sales initiatives with target partners. Own launch program for all sales motions for technical integrations and solution offerings that encompasses programs for pipeline generation and acceleration, systems enablement, and internal and partner sales enablement. Manages all global workstreams with cross-functional teams including to ensure priorities and alignment on global business plan and track execution by owner
• Deliver on the key business metrics defined alongside our Global Ecosystems, Product, GTM and Sales teams. Report weekly numbers, attainment to targets and execution against the business plan with stakeholders. Manage weekly pipeline review and ensure pipeline supports global targets Address gaps through suggested program changes. Support recurring and ad-hoc reviews on business performance
• Drive definition and evolution of the partner programs needed for our customers and partners to reliably leverage the power of our Ecosystem
• Own contracts globally and track new agreements working closely with Legal teams

Your Experience

• 10+ years of experience working knowledge in a sales, business development or offering management capacity
• Deep expertise in Network and Cloud Security solutions
• Proven track record in selling, demonstrating, and deploying enterprise security solutions across OEM sales motions. Notable experience in scaling OEM sales motions with Dell and other partners
• Strong experience in working with product and strategy teams to develop joint solution offerings
• Deep understanding of enterprise security trends, competitive solutions, and business drivers
• Experience collaborating with cross-functional teams - including sales, product, engineering, and marketing
• Effective communication skills with the ability to present complex security solutions to buyer and executive personas
• Strong understanding of technical partnerships and GTM strategies
• Program and project management skills and ability to manage people reporting into other organizations to desired outcomes

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/yr - $292000/yr. The offered compensation may also include restricted stock units and a bonus. A description of our employee benefits may be found here.

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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.

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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 <span class="__cf_email__" data-cfemail="3a5b5959555757555e5b4e535554497a4a5b56555b564e55545f4e4d5548514914595557">[email protected]</span>.

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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.

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

Company Description

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Arista Networks is an industry leader in data-driven, client-to-cloud networking for large data center, campus and routing environments. What sets us apart is our relentless pursuit of innovation. We leverage the latest advancements in cloud computing, artificial intelligence, and software-defined networking to provide our clients with a competitive edge in an increasingly interconnected world. Our solutions are designed to not only meet the current demands of the digital landscape but to also anticipate and adapt to future challenges.

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At Arista we value the diversity of thought and perspectives that each employee brings to the table. We believe that fostering an inclusive environment, where individuals from various backgrounds and experiences feel welcome, is essential for driving creativity and innovation.

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Our commitment to excellence has earned us several prestigious awards, such as Best Engineering Team, Best Company for Diversity, Compensation, and Work-Life Balance. At Arista, we take pride in our track record of success and strive to maintain the highest standards of quality and performance in everything we do.

• Collaborate with Arista Account Managers to gain an in-depth understanding of our enterprise and commercial clients and conduct whiteboard network architectural reviews to identify areas for improvement in network performance and efficiency
• Conduct Arista product presentations of Arista's Open Networking Data Center and Cognitive Campus (including Wi-Fi) networking solutions, CloudVision (Network Automation), Security (Network Detection), Endpoint Security, and Real-time Fabric Monitoring solutions
• Utilize your expertise in network design and implementation, including leaf and spine architectures involving overlay technologies such as VxLAN and EVPN, to create consistent and highly scalable Arista Data Center and Campus network solutions that improve network performance and efficiency for our enterprise and commercial clients in the region
• Conduct thorough hands-on testing of customer proof-of-concept setups, Data Center and/or Campus network designs, and network deployments using the latest Arista products and features. This testing will ensure the successful deployment and performance of Arista network solutions that meet the specific needs of our clients and prospects in the region
• Offer design guidelines and provide recommendations to our clients and prospects in the region to enhance the performance and efficiency of the networks they support. These recommendations will balance specific customer needs with proven Arista Validated Designs to meet the specific needs of our clients and designed to optimize their network infrastructure.
• Collaborate with the sales team to respond to RFP/RFQs and provide valuable customer feedback to Product Management and Engineering.
• Through your expertise and insights, you will help to ensure that Arista network solutions meet the needs of our clients and prospects in the region. As a member of the Arista Sales Engineering team, you will help drive features, functions, and product development through your feedback and help shape the future of our network solutions.
• Serve as a representative of Arista at SDN and other Open Networking industry events and conferences. Through your expertise and thought leadership, you will help to build awareness and promote Arista's innovative network solutions.
• Stay current with industry trends and advancements in networking technology, including competitive solutions, products, and services
• Author and collaborate on informative white papers on Arista technology and products that showcase your expertise in network design and implementation and help solve real-world customer challenges.

Required Qualifications:

• Minimum of 5 years of experience in L2/L3 networking design and implementation with a focus on Data Center, Campus, and Wi-Fi solutions.
• Expert-level experience with routing and switching, including L2/L3 protocols, as well as overlay technologies such as VxLAN.
• Current hands-on experience in designing highly scalable leaf-spine network architectures.
• Expert knowledge in Ethernet, RSTP/MSTP, VLANs, IP Routing, TCP/IP, OSPF, BGP, eBGP, VxLAN, Multicast, Spanning Tree, and QoS.
• Good understanding of the competitor technology landscape, specifically Cisco and Juniper.

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Preferred Qualifications:

• Network Industry Certification preferred, such as ACE-L4, ACE-L6, ACE-L7, and others.
• Proven work experience as a Sales Engineer, Solutions Architect, Pre-Sales SE, or Network Consulting Engineer is preferred.
• Expert-level knowledge of the industry-standard Command Line Interface (CLI).
• Previous experience building network automation using Python and Ansible is highly desired.
• Strong writing skills and ability to create informative white papers on technology and products is highly desired.
• *** Local/Regional candidates only

Arista Networks is an equal opportunity employer. Arista makes all hiring and employment-related decisions in a non-discriminatory manner without regard to race, color, religion, sex, sexual orientation, gender identity, national origin or any other factor determined to be unlawful under applicable federal, state, or law law. All your information will be kept confidential according to EEO guidelines.

ROLE OVERVIEW

We are seeking an experienced Security Practice Sales Engineer with a strong technical background in Data Discovery and Classification, Data and Cloud Infrastructure Security to join our growing team. This individual will be pivotal in driving sales efforts by offering expertise on security solutions, particularly in the areas of Data Security Posture Management (DSPM) and Cloud Security. The ideal candidate will have hands-on experience with major Cloud Service Providers (CSPs) like AWS, Azure, GCP, and Oracle.

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As a Security Practice Sales Engineer, this role involves working closely with the sales team to understand customer needs, demonstrate the value of security solutions, and ensure that enterprise clients' data is secure and compliant across various cloud environments and data systems. The position entails leading and engaging throughout the sales lifecycle, from discovering the customer’s requirements to writing proposals, demonstrating solutions, architecting tailored security architectures, building customer trust, and driving the proof of concept to achieve the technical win.

• Sales Support & Technical Leadership: Partner with the sales team to drive the technical aspects of the sales cycle. Lead discussions around Data Discovery, DSPM, and cloud security, and present tailored security solutions to prospective clients.
• Customer Focus: Use a deep understanding of industry best practices to help customers navigate complex situations and achieve optimal outcomes. Ensure that solutions are not only technically sound but also aligned with their broader business objectives, fostering long-term partnerships and delivering measurable value.
• Cloud Security Expertise: Provide technical leadership in securing cloud environments, including AWS, Azure, GCP, and Oracle, focusing on data protection, regulatory compliance, and cloud infrastructure security.
• Data Architecture: In-depth knowledge of enterprise data architecture, data privacy, and security technologies.
• SaaS Application Security: Advise customers on best practices for securing SaaS applications and ensure that their cloud applications meet security and compliance standards.
• Data Access & Governance: Lead discussions around Data Access Controls, Compliance (GDPR, HIPAA, PCI-DSS), and Data Governance best practices to ensure clients’ data security and regulatory requirements are met.
• Technical Presentations & Demos: Conduct product demos, POCs, and presentations to clearly communicate the value of security solutions to both technical and non-technical stakeholders.
• Collaboration & Relationship Building: Work cross-functionally with engineering, product management, and customer success teams to ensure successful implementation of security solutions and maintain strong client relationships.
• Value Delivery: Collaborate closely with post-sales teams to ensure that customers fully realize the value of their investments by effectively implementing and optimizing solutions.

Required Qualifications

• Technical Expertise in Data Discovery: Experience defining and implementing Data Discovery policies, including various techniques such as REGEX, Patterns, Dictionaries, Keywords and Exact Data Matching.
• Operational Proficiency with Cloud Infrastructure: Hands-on experience with cloud infrastructure, specifically AWS, Azure, GCP, and Oracle including identity and access management (IAM), and cloud security best practices.
• Experience with DSPM: Strong knowledge of Data Security Posture Management (DSPM) and its application in cloud environments.
• SaaS Security: Experience in securing SaaS applications and providing guidance on how to apply security best practices in cloud-based applications.
• Data Governance & Compliance: Understanding of Data Access Controls, Data Governance, and compliance frameworks such as GDPR, HIPAA, and PCI-DSS.
• Data Systems: Operational experience with one or more of the following data systems: MongoDB, Cassandra, DynamoDB, HDFS, Hive, HBase, AWS S3, DynamoDB, Redshift, Azure file and blob storage, etc.
• Linux & Kubernetes: Proficiency in Linux and Networking, with experience in containerized environments using Kubernetes is a plus.
• Sales Engineering Experience: Proven experience in a Sales Engineer or Pre-Sales Engineer role, with a strong ability to engage with both technical and non-technical stakeholders.
• Effective Communication Skills: Strong verbal and written communication skills, with the ability to articulate complex technical solutions clearly to a diverse audience. Outstanding presentation, communication, and interpersonal skills.

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Preferred Qualifications

• Successful Sales Engineering track record with a minimum of 5+ years pre-sales engineering or consulting role focusing on medium and large enterprise accounts.
• Bachelor's degree in a technical field or a related discipline.
• Relevant industry certifications with a focus on cloud or security such as AWS Fundamentals, Azure, GCP, CISSP, CISM or similar.
• Experience with security tools and platforms focused on data protection, cloud security, and compliance. Expertise in CASB (Cloud Access Security Brokers), SASE (Secure Access Service Edge), and DLP (Data Loss Prevention) technologies and their business applications.
• Strong technical acumen with the ability to comprehend & communicate intricate technical concepts.
• Experience in designing, developing, and refining RAG (Retrieval-Augmented Generation) models.
• Knowledge of vector databases and indexing methods to store and retrieve information for conversational contexts.

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