Cyber Security Asset Management Services Lead, JAPAC

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 [email protected].

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.