AIRS Sales Specialist

Company Description Our Mission

At Palo Alto Networks® everything starts and ends with our mission:
Being the cybersecurity partner of choice, protecting our digital way of life.
Our vision is a world where each day is safer and more secure than the one before. We are a company built on the foundation of challenging and disrupting the way things are done, and we’re looking for innovators who are as committed to shaping the future of cybersecurity as we are.

We take our mission of protecting the digital way of life seriously. We are relentless in protecting our customers and we believe that the unique ideas of every member of our team contributes to our collective success. Our values were crowdsourced by employees and are brought to life through each of us everyday - from disruptive innovation and collaboration, to execution.

From showing up for each other with integrity to creating an environment where we all feel included.

As a member of our team, you will be shaping the future of cybersecurity. We work fast, value ongoing learning, and we respect each employee as a unique individual. Knowing we all have different needs, our development and personal wellbeing programs are designed to give you choice in how you are supported. This includes our FLEX Benefits wellbeing spending account with over 1,000 eligible items selected by employees, our mental and financial health resources, and our personalized learning opportunities - just to name a few!

We are seeking a dynamic and experienced AIRS Sales Specialist to drive the growth of our AIRS business across the region. The ideal candidate will operate in a high-growth environment at scale, thrive in driving innovation, have a solid background in cybersecurity sales, and a deep understanding of security solutions. They will have a proven track record of developing strong customer relationships and executing strategies that support rapid expansion and success.

This role requires a strategic thinker who excels in collaboration with internal teams, engages effectively with customers, and drives revenue growth through the sale of complex solutions. You will report to the District Sales Manager.

• Join the fastest growing team where experience meets cutting-edge solutions
• Build and cultivate strong customer relationships, driving business growth within the region
• Partner with the core sales team to align customer strategies and engagements with AIRS business objectives
• Take full ownership of leading strategic sales campaigns, sales forecasting, utilizing in-depth knowledge of sales cycles from initial contact through procurement
• Engage in deep technical discussions beyond standard sales presentations and pitches; while translating complex technical cybersecurity solutions into clear business value propositions for customers
• Collaborate closely with cross-functional teams, including sales engineers, to provide tailored customer-centric solutions
• Partner with Alliances to develop joint strategies, enhance customer engagement and deliver innovative solutions for existing and prospective clients
• Travel domestically as needed to meet with customers and attend key business events

• 5+ years of field sales experience focusing on key customer accounts and delivering value to Enterprise or Major-level accounts in the cybersecurity industry
• Extensive platform selling experience in complex sales with multiple buying centers
• Experience selling Appsec or CNAPP (Dev Sec Ops , Cloud Ops) solutions is highly preferred.
• Experience selling GenAI products preferred
• Established trusted relationships with CIOs and CISOs with the ability to influence and drive strategic conversations
• Expertise in applying complex solution sales methodologies to drive results
• Experience working with channel partners and a deep understanding of a channel-centric go-to-market strategy
• Demonstrated ability to thrive in a fast-paced, high-growth startup environment while collaborating effectively with sales engineers and cross-functional teams
• Experience operating in a continuous adoption, expansion, and upsell sales motion within a matrixed…