Job Summary

As a Principal Architect you will serve as a trusted executive advisor responsible for influencing our clients' cybersecurity transformation strategies and driving them to successful security outcomes. This role focuses on enhancing the productivity of field sales teams by delivering business-relevant consulting engagements to strategic prospects and customers. In this Director-level role you will lead, direct, and advise cross-functional teams to orchestrate strategic, advisory-style client engagements that keep sales campaigns aligned with customer executive priorities.

Your primary goal is to influence and empower customers to embrace the Palo Alto Networks platform by delivering authoritative architectural roadmaps that create a bridge between the full breadth of Palo Alto Networks' security solutions and solutions that address the client's business needs.
Core Focus Areas

The Principal Architect is expected to be generally familiar with and conversant in all major security domains, including Secure Access Service Edge/Zero Trust (SASE/ZT), Cloud Security, Security Operations, and Identity Security. The ideal candidate for this role will have deep technical knowledge of and hands-on experience with security operations, threat detection/response, or incident response.
Key Responsibilities

Strategic Advisory and Client Engagement:

Establish and maintain executive-level relationships (Manager, Director, VP, and CxO contacts) in strategic accounts with high growth potential.
Transform client security strategies by driving conversations that advocate for Palo Alto Networks' view of transformative Solution Architectures.
Provide valuable insights and education to clients on effective risk reduction, operational excellence, and cost management.
Identify and document the client's strategic transformation goals and priority outcomes for value realization, collaborating with specialists to develop business cases around measurable benefits.
Conduct high-impact consulting engagements, including architectural assessments, designs, and client workshops, setting and driving a strategic agenda with the customer and sales/engineering teams.

Sales Productivity and Thought Leadership:

Demonstrate increased sales productivity through strategic architectural engagements.
Engage directly with senior technical and business leaders as a security expert to expand reach within accounts and expand the scope of sales opportunities by identifying new areas of engagement and areas where our solutions can deliver on executive priorities.
Collaborate with sales teams to develop and deliver differentiated proposals that clearly demonstrate business and technical value.

Internal Partnership and Development:

Become a valued resource to Product Management by discovering and understanding current challenges, competitive insights, and opportunities to address emerging needs in strategic market segments.
Maintain continuous self-improvement and learning to sustain technical leadership across relevant technologies (e.g., security technologies, cyber threat intelligence, risk and regulatory topics, emerging technologies)
Work closely with Sales and Solution Consulting leadership, Unit42 consulting teams, Business Value Consultants, Professional Services, Customer Success, and theater CISO/CTO resources (where applicable) to ensure a coordinated market approach.

Qualifications
Requirements and Qualifications

Experience: 10+ years of experience as an end customer, a cybersecurity vendor or consultant is required.
Education: BSCS, equivalent degree or experience is required.
Architectural Knowledge:
- Extensive knowledge of core security architectures, history, and trends spanning network, endpoint, and hybrid environments.
- Solid fundamental background in principles and practices of networking and/or cloud computing.
- Deep technical understanding and experience designing, implementing, and/or operating security operations, threat detection/response, or incident response functions.
- General knowledge of security areas such as security operations, SIEM, endpoint security, network security, SASE/Zero Trust, cloud security, secure software development, identity management, and emerging topics related to cybersecurity and AI.
Executive Presence: Demonstrable experience in establishing credibility and strategic messaging with large enterprise executives (CISO and above).
Communication Skills: Strong written and verbal communication and presentation skills, both internally and externally.
Drive and Problem Solving:
- A "Whatever it takes" attitude and motivation to overcome obstacles necessary to achieve desired outcomes and close deals.
- Robust problem finding and solving skills, with the ability to analyze complex problems with systematic approaches to quick resolution, even under duress.
Travel: Expect to travel a minimum of 50%+ of the weeks in the fiscal year. Travel will include customer and company location onsite meetings.
Organizational Skills: Superb organizational skills are required.

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.

$239,000.00 - $278,750.00/yr

Palo Alto Networks

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