AIRS Solutions Specialist

Palo Alto Networks, Inc.; Minneapolis (MN); Remote; USD 233,000 - 320,000; Full time

Job summary

Palo Alto Networks, Inc. is seeking an AIRS Solutions Specialist to support the go-to-market strategy for our AI security solutions and to accelerate the adoption of the Prisma AIRS runtime security platform.

This remote pre-sales role focuses on driving GTM execution and engaging customers to secure the creation and usage of AI applications. This role requires leading customer-facing demonstrations, POVs, and technical conversations, while collaborating with sales, marketing, product

Qualifications

• 7+ years in technical professional roles with 3+ years in AI and technical sales.
• Proven track record in high-performing technical sales or solution architecture.
• Deep understanding of AI technologies including ML, DL and generative AI.
• Experience with security solutions and cybersecurity market preferred.
• Strong knowledge of cloud platforms (AWS, Azure, GCP).

Responsibilities

• Define and execute GTM strategy for AI security solutions and accelerate customer adoption.
• Collaborate with cross-functional teams to drive pipeline generation and customer engagements.
• Identify, qualify and convert a robust pipeline of AI security customers.
• Conduct market research and competitive analysis to identify market segments.
• Lead customer-facing activities including presentations, demos and POVs.
• Engage in technical conversations on AI security challenges and solutions with customers.
• Build relationships with executive stakeholders and IT leaders.
• Collaborate with sales, marketing, product, and engineering for GTM alignment.
• Educate customers on generative AI and PANW positioning for securing AI projects.

Skills

AI expertise

Technical sales

Solution architecture

Cybersecurity knowledge

Cloud platforms

Generative AI

Tools

AWS

Azure

GCP

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

Your Career

At Palo Alto Networks, we are at the forefront of securing the evolving Artificial Intelligence (AI) landscape with our Prisma AIRS runtime security platform. 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 pre‑sales 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

• Define and execute on our GTM strategy for AI security solutions, focusing on accelerating customer adoption of our solutions for securing the creation and usage of AI applications
• Collaborate with cross‑functional teams to drive pipeline generation, customer engagements and market penetration
• Support the development and execution of strategies to identify, qualify and convert a robust pipeline of potential customers for AI security solutions
• Conduct thorough market research and competitive analysis to identify key market segments and opportunities
• Lead customer‑facing activities, including presentations, demonstrations and proof‑of‑value (POVs)
• Engage in technical conversations with customers regarding AI security challenges and solutions, including topics such as securing RAG models, prompts, vector databases, etc.
• Build strong relationships with key customer stakeholders, including C‑level executives, security and IT leaders
• Collaborate closely with sales, marketing, product management and engineering teams to ensure alignment and effective go‑to‑market execution
• Be an evangelist to further educate customers of generative AI and positioning PANW for securing AI projects

Qualifications

Your Experience

• 7+ years of technical professional experience including 3+ years of experience in AI and related fields, with a strong focus on technical sales, strategy and execution
• Proven track record of success contributing to high‑performing technical sales or solution architecture teams
• Deep understanding of AI technologies, including machine learning, deep learning and generative AI
• Ideally, experienced with security solutions and the cybersecurity market, including data security, network security and security applied to generative AI
• Experience with popular generative AI tools and their security implications preferred
• Strong understanding of cloud computing platforms (e.g., AWS, Azure, GCP)
• Ability to thrive in a fast‑paced, dynamic environment and adapt to changing market conditions

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.

$232,800.00 - $320,100.00/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 [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.