Field Technology Office, Senior Director

Palo Alto Networks; Salt Lake City (UT); Remote; USD 120,000 - 180,000; Full time

Job summary

Palo Alto Networks is seeking a senior technologist and strategic seller to lead the technical GTM for identity solutions. You will engage with Idira customers and partners, shaping offerings and translating complex identity security concepts into winning technical narratives across global customers and partners.

You will spend significant time with customer and prospect leaders to inspire confidence in PANW’s leadership, focusing on the US Central region with global impact, and help define and

Qualifications

• Strong presentation skills across C-level and technical audiences.
• Based in or able to travel to the US Central region.
• Ability to blend strategy with hands-on execution.
• Deep experience in IAM, PAM, and machine identity security.
• Experience building programs across large organizations.

Responsibilities

• Involve with strategic customers and partners, building trusted relationships with technical stakeholders.
• Identify industry trends and work with product management for prioritization.
• Create technical selling assets and executive briefings for GTM.
• Collaborate with GTM teams to prioritize industry-specific capabilities.
• Enable and scale the SE team and business teams in the winning motion.
• Map potential ISV partners to target architecture and use cases.
• Lead EBC technical and roadmap/vision discussions.
• Provide customer insights to product and engineering for differentiation.
• Participate in industry marketing activities such as webinars and conferences.

Skills

Dynamic presenter

US Central travel

Strategy with execution

Technologist at heart

Identity and access management

Privileged access management

Machine identity security

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.

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, ecosystem partners, and market opinion leaders 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 domain consultants, sales teams, solutions, marketing, product management, channel partners, and regional sales leaders 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, concentrated in and around the US Central region with the opportunity to make a global impact.

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 are based in or able to regularly travel to the US Central region.
• 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 and have built/executed programs that cross all of these domains with large organizations.
• You are geo‑savvy, creative, and most comfortable engaging in activities that when successful, bring great benefit to other teams.
• 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/leaders, 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 and 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

Compensation Disclosure

• /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.