Solutions Strategy Architect, Machine Identity - ANZ

Our Mission

At Palo Alto Networks®, we’re united by a shared mission—to protect our digital way of life. We thrive at the intersection of innovation and impact, solving real-world problems with cutting-edge technology and bold thinking. Here, everyone has a voice, and every idea counts. If you’re ready to do the most meaningful work of your career alongside people who are just as passionate as you are, you’re in the right place.

Who We Are

In order to be the cybersecurity partner of choice, we must trailblaze the path and shape the future of our industry. This is something our employees work at each day and is defined by our values: Disruption, Collaboration, Execution, Integrity, and Inclusion. We weave AI into the fabric of everything we do and use it to augment the impact every individual can have. If you are passionate about solving real-world problems and ideating beside the best and the brightest, we invite you to join us!

We believe collaboration thrives in person. That’s why most of our teams work from the office full time, with flexibility when it’s needed. This model supports real-time problem-solving, stronger relationships, and the kind of precision that drives great outcomes.

Job Summary

As an experienced Solutions Strategy Architect, you will guide the sales process by setting a confident tone and establishing the correct strategic direction from the very beginning of the engagement. This role involves direct customer interaction and providing strategic guidance to the sales team. You will be working closely with sales,
subject matter experts, and product management to effectively position our technology.

Your ability to articulate the value of our technology to both business and technical stakeholders is crucial in ensuring customer satisfaction throughout every stage of the engagement.

Key Responsibilities:

• Technical Pre-Sales Support: Provide technical support throughout the sales

• cycle, with a focus on the early (prospecting and discovery) and late (negation/defense of the technical win) stages.

• Technical Discovery: Conduct technical discovery sessions to uncover customer challenges and gain a deep understanding of their desired outcomes through collaboration with stakeholders.

• Solution Validation: Integrate brief demonstrations to validate the proposed solutions' direction.

• Value Proposition: Present the technical value proposition of CyberArk’s machine identity solutions at an executive level, clearly demonstrating how they address the customer's specific problems and bridge the gap between current and future states.

• Influence Solutions Engineering Activities: Play a key role in advising subsequent solutions engineering activities, including full demos, deep-dive demos, proof-of-value (POV), and proof-of-concept (POC) engagements.

• Content Creation: Develop high-quality tailored technical content, including detailed solution diagrams and presentations that clearly communicate the value and functionality of CyberArk’s machine solutions.

• Feedback Communication: Relay customer feature requests, requirements, issues, and general market feedback to the product and solutions teams. 

• Evangelism: Support CyberArk’s evangelism efforts through formal activities such as webinars, seminars, lunch-and-learn sessions, and industry trade shows, as well as informal engagement with customers, partners, and social channels.

• Product Mastery: Maintain a deep understanding of CyberArk’s machine identity offerings and strive to fully understand common customer technology stacks, challenges, and competitive solutions.

Qualifications

• Exceptional ability to present complex technical information in a clear and concise manner to both technical and non-technical audiences, including executives.

• Strong problem-solving skills with the ability to analyse complex technical challenges and propose effective solutions.

• Proven ability to build and maintain relationships at multiple organizational levels, working cross-functionally to deliver comprehensive solutions.

• Security Knowledge: Understanding of security concepts, regulatory requirements, and the implementation of security best practices within enterprise environments is a must

• PKI and Certificate Knowledge: Understanding of Public-Key Infrastructure (PKI), digital certificates, and cryptography, is a must and will significantly benefit the role.

• DevOps Knowledge: A strong understanding of DevOps practices and tools is essential. Hands-on experience with key DevOps tools, such as Jenkins and Container technologies (e.g., Docker), is highly desirable and will significantly benefit the role.

• Certifications: Relevant certifications such as Certified Information Systems Security Professional (CISSP), Certified Cloud Security Professional (CCSP), AWS Certified Solutions Architect, Azure Solutions Architect Expert, Google Cloud Professional Cloud Architect, or similar are highly desirable.

• Effective Communication: Excellent note-taking and written communication skills are required. While writing volume may be moderate, it is crucial to document solutions, plans, meeting notes, and recommendations clearly and accurately.

• You will need to communicate effectively in writing with both customers and colleagues to ensure alignment and transparency.

• Customer Feedback and Continuous Improvement: Actively share insights regarding customer usage of Machine Identity products and provide constructive feedback on how we can enhance its offerings. Your contributions will help us identify opportunities to simplify customer experiences and ensure they can fully leverage our products.

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? No. Please note that we will not sponsor applicants for work visas for this position.