Job Information
Palo Alto Networks Cyber Security Asset Management Services Lead, JAPAC in Singapore, Singapore
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.
Our Approach to Work
We lead with flexibility and choice in all of our people programs. We have disrupted the traditional view that all employees have the same needs and wants. We offer personalization and offer our employees the opportunity to choose what works best for them as often as possible - from your wellbeing support to your growth and development, and beyond!
At Palo Alto Networks, we believe in the power of collaboration and value in-person interactions. This is why our employees generally work from the office three days per week, leaving two days for choice and flexibility to work where you feel most effective. This setup fosters casual conversations, problem-solving, and trusted relationships. While details may evolve, our goal is to create an environment where innovation thrives, with office-based teams coming together three days a week to collaborate and thrive, together!
Job Summary:
The Cyber Security Asset Management Services Lead will be responsible for partnering with sales teams and relevant teams to win new business by leading asset discovery engagements and help identify white space opportunity. This person will lead asset management services engagements across a portfolio of customers and will also help shape the strategic direction of the Cyber Security Asset Management (CSAM) practice, building the business and becoming a strategic advisor to our customers and focus on PANW solutions pull- through. The candidate should have prior experience of structuring and selling software Enterprise license agreements (ELAs) and Software as a Service (SaaS) deals leveraging asset base and white space information; enabling sales teams with pipeline generation and value proposition to drive incremental revenues and margins. The ideal candidate should have both a business background that enables them to engage at the CXO level, and technology background that enables them to easily interact with customer’s technology and security teams.
Key Responsibilities:
Partner with Sales, Technical and Services teams to plan and conduct CSAM engagements and contribute to customer relationships
Provide hands-on, expert level proactive CSAM assessment service to customers and deliver gap analysis and findings to CxO and key stakeholders
Assist customers in developing and implementing CSAM strategies, policies, and procedures aligned with best practices and regulatory compliance requirements
Identify and execute strategies for CSAM service development, enablement and process that result in the identification of white space opportunity and pull through of PANW’s solutions
Leveraging gap analysis and asset information, collaborate with Sales teams to investigate further use cases in order to identify incremental PANW solution requirements and assist to shape ELA and SaaS value propositions
Amplify PANW’s ELA buying program offering with customers to help simplify and consolidate their spend across multiple point security solutions and deliver flexibility and agility around software usage
Understand customer challenges. Pricing and financial modeling to support customer use cases
Market analysis, requirements development, business case, collateral, strategy, and positioning
Interact with customers, partners, and sales engineering teams in different forums to gather feedback and evangelize the offerings
Collaborate with product marketing, technical marketing, sales engineering, and technical support teams to train the field teams, gather feedback
Drive thought leadership and participate with leading ecosystem and alliance partners to create and offer CSAM services and increase market share.
Minimum 10 years of experience in Technology and risk management, with at least 7 years in consulting role with focus on IT Asset Management, data discovery, cyber security and cloud computing domains
Minimum 6 years of experience working for a Technology vendor specialising in shaping and selling complex ELA and SaaS deals to customers
Experience with pricing product offerings, ELAs, and/or software bundles
Exceptional interpersonal and relationship-building skills, able to establish trust, influence decision-makers, and maintain long-term partnerships with customers
Proven leadership skills with the ability to operate independently whilst working collaboratively with cross-functional teams and internal resources to drive business outcomes.
Experience partnering and driving excellence with Sales, GTM, Marketing, and IT teams
Drive to design something new, innovative, and disruptive
Demonstrated ability to drive complex integrations: experience in fast-paced environments with overlapping projects/deliverables
Proven analytical and problem-solving skills
Strong and proven (written and verbal) communication and presentation skills
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 accommodations@paloaltonetworks.com .
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?: Yes