Palo Alto Networks 技术业务发展经理
Palo Alto Networks Technical Business Development Manager
GuidePoint Security 提供值得信赖的网络安全专业知识、解决方案和服务，帮助组织做出更好的决策并降低风险。通过采用三层、全面的方法来评估安全态势和生态系统，GuidePoint 使美国一些顶级组织，如财富 500 强公司和美国政府机构，能够识别威胁、优化资源并整合最适合的解决方案以降低风险。
职位描述：
GuidePoint Security 正在寻找一名 Palo Alto Networks 技术业务发展经理，以加速 GuidePoint 在其八个区域内的 Palo Alto Networks 业务增长。该职位将专注于制定和执行 Palo Alto Networks 产品组合的技术市场进入策略，并帮助 GuidePoint 在战略现有客户和目标潜在客户中有效展示 GuidePoint Security + Palo Alto Networks 的综合价值。技术 BDM 将与 Palo Alto Networks 合作伙伴团队、GuidePoint 销售团队、销售工程师、专业服务团队以及 Palo Alto Networks 现场团队紧密合作，识别机会、制定技术销售策略、支持战略交易并创建可重复的技术 GTM 动作。该职位的一个关键部分是通过赋能、认证、技术准备和实际解决方案开发，建立 GuidePoint 在 Palo Alto Networks 产品组合方面的技术能力。理想的候选人应具备扎实的网络安全和技术知识，同时拥有业务开发技能，并能够将技术转化为客户的业务成果。该职位将有助于实现战略目标，即让 Palo Alto Networks 成为 GuidePoint Security 的首要技术合作伙伴。
关键指标：
- 与联合 Palo Alto 合作伙伴团队合作，推动 3 倍的销售渠道，并在两年内将业务增长至 5 亿美元以上。
- 持续推动交易注册率超过 65%。
- 满足并超越钻石合作伙伴级别的所有预销售和交付认证。
- 每季度推动全公司范围的技术赋能，每个地区额外进行教育，考虑各相关 COE 的需求，目标是每年进行 8 次内部实际操作赋能。
职责和任务：
技术市场进入策略 - 协助制定和执行覆盖 GuidePoint 八个区域的全国性 Palo Alto Networks 技术市场进入策略。
- 制定可重复的技术销售动作
查看英文原文
GuidePoint Security provides trusted cybersecurity expertise, solutions and services that help organizations make better decisions and minimize risk. By taking a three-tiered, holistic approach for evaluating security posture and ecosystems, GuidePoint enables some of the nation’s top organizations, such as Fortune 500 companies and U.S. government agencies, to identify threats, optimize resources and integrate best-fit solutions that mitigate risk.
General Description:
GuidePoint Security is seeking a Palo Alto Networks Technical Business Development Manager to help accelerate the growth of GuidePoint’s Palo Alto Networks business across its eight regions. This role will focus on developing and executing the technical go-to-market strategy for the Palo Alto Networks portfolio and helping GuidePoint effectively position the combined value of GuidePoint Security + Palo Alto Networks within strategic existing customers and targeted prospective accounts. The Technical BDM will work closely with the Palo Alto Networks Partner team, GuidePoint sales teams, sales engineers, professional services, and Palo Alto Networks field teams to identify opportunities, develop technical sales strategies, support strategic deals, and create repeatable technical GTM motions. A key component of the role will be building GuidePoint’s technical capabilities around the Palo Alto Networks portfolio through enablement, certification, technical readiness, and hands-on solution development. The ideal candidate combines strong cybersecurity and technical knowledge with business-development skills and the ability to translate technology into customer business outcomes. The role will help drive toward the strategic objective of making Palo Alto Networks GuidePoint Security’s #1 technology partnership.
Key Metrics:
- Work with the joint Palo Alto partner teams to drive 3x pipeline and grow the business to over $500M in two years.
- Continue to drive deal registrations above 65%.
- Meet and exceed all pre sales and delivery certifications for Diamond partner level.
- Drive company wide technical enablements one a quarter, with additional education in each region, with considerations for each of the relevant COE’s with a goal of 8 internal hands on enablements a year.
Roles and Responsibilities:
Technical GTM Strategy - Help develop and execute a national Palo Alto Networks Technical GTM Strategy across GuidePoint’s eight regions.
- Develop repeatable technical sales motions around key Palo Alto Networks solutions.
- Identify market opportunities, customer use cases, competitive displacement opportunities, and whitespace.
- Develop technical plays for Cortex, SASE, Strata, Identity Security/Idira, AIRS, Cloud Security, and other strategic solutions.
- Partner with regional sales and technical teams to identify and prioritize strategic accounts.
- Create technical campaigns, workshops, POCs, assessments, and other activities that generate qualified pipeline.
Strategic Account & Opportunity Support
- Serve as a technical business-development resource for GuidePoint’s largest and most strategic Palo Alto Networks opportunities.
- Partner with account executives and sales engineers on strategic pursuits in current and whitespace prospects.
- Help develop account-specific technical strategies and messaging.
- Help position GuidePoint and Palo Alto Networks as a combined cybersecurity solution rather than simply a technology sale.
- Support customer executive briefings, technical workshops, architecture discussions, and POCs.
- Assist with competitive displacement and platform consolidation opportunities.
Technical Enablement
- Coordinate the development and execution of a Palo Alto Networks technical enablement program for GuidePoint that includes all 8 regions.
- Build a structured enablement roadmap for sales engineers, architects, consultants, professional services, and other technical resources.
- Enablement should include:
- Virtual technical sessions & Regional onsite workshops
- Hands-on labs
- Solution boot camps & Architecture workshops
- Competitive positioning
- POC development
- Customer use cases
- Certification & Technical Readiness
- Help maintain GuidePoint’s technical readiness and compliance with Palo Alto Networks partner requirements.
- Develop regional certification targets and plans & track certification progress across the eight regions.
Pipeline & Business Development
- Work in tandem with the Palo Alto Channel Management team to drive pipeline and bookings across GuidePoint’s nationally.
- Co-execute on Palo Alto’s strategic account sales plays as delivered by Palo, this includes driving sales and leadership connections, ensuring deal registration, and ensuring account data accuracy.
- Key activities include:
- Identify whitespace in existing GuidePoint accounts.
- Assist with account mapping between sales teams as needed.
- Assist with driving deal registration in over 65% of joint opportunities.
- Support cross-sell and multi-product opportunities.
- Identify competitive displacement opportunities.
- Help regional teams convert technical interest into qualified pipeline.
Required Qualifications:
- 5+ years of cybersecurity, technology, sales engineering, business development, consulting, or related experience.
- Strong understanding of enterprise cybersecurity technologies and architectures.
- Experience working with enterprise customers and technical decision makers.
- Ability to understand and communicate complex cybersecurity solutions.
- Strong presentation, communication, and relationship-building skills.
- Experience supporting technology sales or business-development activities.
- Ability to work collaboratively across sales, engineering, professional services, and vendor organizations.
- Demonstrated ability to create and execute technical enablement programs.
- Strong organizational and project-management skills.
- Willingness to travel for customer, regional, and vendor engagements.
Preferred Qualifications:
- Experience with Palo Alto Networks technologies.
- Palo Alto Networks certifications such as PCNSE or equivalent.
- Experience with Cortex/XDR/XSIAM, SASE/Prisma Access, Strata, Cloud Security, Identity Security, or AI Security.
- Experience working for a cybersecurity vendor, VAR, MSSP, or consulting organization.
- Experience supporting large enterprise or Fortune 500 customers.
- Experience with POCs, technical assessments, or professional services.
- Experience working within a channel/vendor partner ecosystem.
Travel Requirements:
- Up to 50% travel
Physical Requirements:
- Sedentary work
- Substantial movement of the wrists, hands, and/or fingers for a minimum of 8 hours a day
- Required to have close visual acuity to view computer terminal and/or extensive reading for a minimum of 8 hours a day
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Why GuidePoint?
GuidePoint Security is a rapidly growing, profitable, privately-held value added reseller that focuses exclusively on Information Security. Since its inception in 2011, GuidePoint has grown to over 1,300 employees, established strategic partnerships with leading security vendors, and serves as a trusted advisor to more than 6,200 customers.
Firmly-defined core values drive all aspects of the business, which have been paramount to the company’s success and establishment of an enjoyable workplace atmosphere. At GuidePoint, your colleagues are knowledgeable, skilled, and experienced and will seek to collaborate and provide mentorship and guidance at every opportunity.
This is a unique and rare opportunity to grow your career along with one of the fastest growing companies in the nation.
Some added perks….
- Remote workforce primarily (U.S. based only, some travel may be required for certain positions, working on-site may be required for Federal positions)
- Group Medical Insurance options: Zero Deductible PPO Plan (GuidePoint pays 90% of the premium for employees and 70% for family plans (spouse/children/family) or High Deductible Health Plan with HSA (GuidePoint pays 100% of the employees premiums and 75% for family plans (spouse/children/family). If you choose the High Deductible / HSA plan, GPS will contribute in 4 equal quarterly installments: ($850 per EE annually / $1750 per family annually (includes spouse/children/family options)
- Group Dental Insurance: GuidePoint pays 100% of the premium for employees and 75% of family plans
- 12 corporate holidays and a Flexible Time Off (FTO) program
- Healthy mobile phone and home internet allowance
- Eligibility for retirement plan after 2 months at open enrollment
- Pet Benefit Option