AI Security Sales Specialist

Palo Alto Networks; Paris; On-site; EUR 110,000 - 160,000; Full time

Job summary

Palo Alto Networks is seeking a seasoned AIRS Solutions Specialist to drive the GTM strategy for AI security solutions across key enterprise accounts. You will lead strategic campaigns, translate deep cybersecurity concepts into business value, and collaborate with sales engineers and alliances to deliver innovative solutions.

This role is remote with travel as needed. You will engage with CIOs/CISOs, manage complex sales cycles, and help accelerate the adoption of our AI security offerings

Qualifications

• 5+ years of field sales experience focusing on Enterprise or Major-level cybersecurity accounts.
• Extensive platform selling experience in complex sales with multiple buying centers.
• Experience selling AppSec or CNAPP (DevSecOps, CloudOps) solutions is highly preferred.
• Experience selling GenAI products preferred.
• Established trusted relationships with CIOs and CISOs with the ability to influence and drive strategic conversations.
• Expertise in applying complex solution sales methodologies to drive results.
• Experience working with channel partners and a deep understanding of a channel-centric go-to-market strategy.
• Willingness to travel as necessary to meet business needs.

Responsibilities

• Build and cultivate strong customer relationships, driving business growth within the region.
• Partner with the core sales team to align customer strategies and engagements with AIRS business objectives.
• Take full ownership of leading strategic sales campaigns, sales forecasting, utilizing in-depth knowledge of sales cycles from initial contact through procurement.
• Engage in deep technical discussions beyond standard sales presentations and pitches; translate complex cybersecurity solutions into clear business value propositions for customers.
• Collaborate closely with cross-functional teams, including sales engineers, to provide tailored customer-centric solutions.
• Partner with Alliances to develop joint strategies, enhance customer engagement and deliver innovative solutions for existing and prospective clients.
• Travel as needed to meet with customers and attend key business events.

Skills

Field sales

Enterprise accounts

Platform selling

AppSec

CNAPP

GenAI

CIO/CISO network

Solution selling

Willing to travel

Job description

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

At Palo Alto Networks, we are at the forefront of securing the evolving Artificial Intelligence (AI) landscape. We are seeking a passionate and experienced AIRS Solutions Specialist to support the go-to-market (GTM) strategy and execution for our rapidly growing AI security solutions. This critical role will be instrumental in accelerating the adoption of our solutions that help customers secure the creation and usage of AI applications, including homegrown AI and popular generative AI tools.

Your Impact

• Build and cultivate strong customer relationships, driving business growth within the region.
• Partner with the core sales team to align customer strategies and engagements with AIRS business objectives.
• Take full ownership of leading strategic sales campaigns, sales forecasting, utilizing in-depth knowledge of sales cycles from initial contact through procurement.
• Engage in deep technical discussions beyond standard sales presentations and pitches; while translating complex technical cybersecurity solutions into clear business value propositions for customers.
• Collaborate closely with cross-functional teams, including sales engineers, to provide tailored customer-centric solutions.
• Partner with Alliances to develop joint strategies, enhance customer engagement and deliver innovative solutions for existing and prospective clients.
• Travel as needed to meet with customers and attend key business events.

Qualifications

• 5+ years of field sales experience focusing on key customer accounts and delivering value to Enterprise or Major-level accounts in the cybersecurity industry.
• Extensive platform selling experience in complex sales with multiple buying centers.
• Experience selling Appsec or CNAPP (DevSecOps, CloudOps) solutions is highly preferred.
• Experience selling GenAI products preferred.
• Established trusted relationships with CIOs and CISOs with the ability to influence and drive strategic conversations.
• Expertise in applying complex solution sales methodologies to drive results.
• Experience working with channel partners and a deep understanding of a channel-centric go-to-market strategy.
• Demonstrated ability to thrive in a fast-paced, high-growth startup environment while collaborating effectively with sales engineers and cross-functional teams.
• Experience operating in a continuous adoption, expansion, and upsell sales motion within a matrixed sales organization is preferred.
• Willingness to travel as necessary to meet business needs.

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 [e-mail]. 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.