Full-Time AIRS Solutions Specialist - Partners

At Palo Alto Networks, we're at the forefront of securing the evolving Artificial Intelligence (AI) landscape with our Prisma AIRS runtime security platform. We're looking for a passionate and experienced AIRS Solutions Specialist to help drive the go-to-market (GTM) strategy and execution for our rapidly growing AI security solutions through our valued partners. In this critical pre-sales role, you'll be instrumental in accelerating the adoption of our solutions by empowering our partners to help their customers secure the creation and usage of AI applications, from homegrown AI to popular generative AI tools.

• Define and execute our GTM strategy for AI security solutions, focusing on accelerating adoption with and through our partner ecosystem.
• Collaborate with cross-functional teams to drive pipeline generation, partner enablement, and market penetration.
• Support the development and execution of strategies to identify, qualify, and convert a robust pipeline of potential customers alongside our partners.
• Conduct thorough market research and competitive analysis to identify key market segments and opportunities for our partners.
• Lead partner-facing activities, including presentations, demonstrations, and proofs-of-value (POVs), empowering them to sell and support our solutions.
• Engage in technical conversations with partners regarding AI security challenges and solutions, including topics like securing RAG models, prompts, vector databases, etc.
• Build strong relationships with key partner stakeholders, including C-level executives, sales teams, and technical leaders.
• Collaborate closely with sales, marketing, product management, and engineering teams to ensure alignment and effective go-to-market execution with our partners.
• Act as an evangelist to educate partners on generative AI and position Palo Alto Networks as a leader in securing AI projects.

6+ years of experience in pre-sales/sales engineering within cybersecurity, including 1+ years of experience in AI and related fields, with a strong focus on technical sales, strategy, and execution. Experience working directly with and enabling channel partners is highly desirable. AppSec, cloud infrastructure, and pre-sales experience are highly desirable. 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. 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 is 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.

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