AIRS Solutions Specialist, Public Sector

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.

Who 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 FLEXBenefits 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!

Your Career

At Palo Alto Networks, we're leading the charge in securing the evolving Artificial Intelligence (AI) landscape with our Prisma AIRS runtime security platform. We're looking for a passionate and experienced AIRS Solutions Specialist to help drive the go-to-market (GTM) strategy and execution for our rapidly growing AI security solutions within the Public Sector. In this critical pre-sales role, you'll be instrumental in accelerating the adoption of our solutions that help government customers secure the creation and usage of AI applications, from homegrown AI to popular generative AI tools.

Your Impact

• Define and execute our GTM strategy for AI security solutions, focusing on accelerating adoption with public sector organizations.

• Collaborate with cross-functional teams to drive pipeline generation, customer engagements, and market penetration within government agencies.

• Support the development and execution of strategies to identify, qualify, and convert a robust pipeline of potential public sector customers.

• Conduct thorough market research and competitive analysis to identify key market segments and opportunities within the Public Sector.

• Lead customer-facing activities, including presentations, demonstrations, and proofs-of-value (POVs), tailored to government needs and requirements.

• Engage in technical conversations with public sector customers regarding AI security challenges and solutions, including topics like securing RAG models, prompts, vector databases, etc.

• Build strong relationships with key government stakeholders, including C-level executives, security and IT leaders, and procurement officials.

• Collaborate closely with sales, marketing, product management, and engineering teams to ensure alignment and effective go-to-market execution for the public sector.

• Act as an evangelist to educate government customers on generative AI and position Palo Alto Networks as a leader in securing AI projects.

Your Experience 

• 6+ years experience in pre-sales/sales engineering within cybersecurity, including 1+ years of experience in AI and related fields, with a strong focus on technical sales, strategy, and execution.

• Application security (AppSec) and/or DevSecOps experience is highly desirable.

• Demonstrated experience working with public sector clients (Federal, DoD, SLED, etc.) is highly preferred.

• Strong understanding of cloud computing platforms (e.g., AWS, Azure, GCP).

• Proven track record of success contributing to high-performing technical sales or solution architecture teams.

• Deep understanding of AI technologies, including machine learning, deep learning, and generative AI.

• Experienced with security solutions and the cybersecurity market, including data security, network security, and security applied to generative AI.

• Experience with popular generative AI tools and their security implications is preferred.

• Ability to thrive in a fast-paced, dynamic environment and adapt to changing market conditions.

The Team

We work hand in hand with organizations around the world as they move to a more secure environment. As part of the Business Development team, you find and create opportunity, forming relationships with organizations seeking a trusted partner. You are empowered with unmatched systems and tools, including constantly updated research and sales libraries and a team built on joint success. You won’t find someone at Palo Alto Networks who isn’t committed to your success — everyone pitches in to assist when it comes to solutions selling, learning, and development.

Compensation Disclosure

The compensation offered for this position will depend on qualifications, experience, and work location. For candidates who receive an offer at the posted level, the starting base salary (for non-sales roles) or base salary + commission target (for sales/commissioned roles) is expected to be between $198,000 - $273,000/YR. The offered compensation may also include restricted stock units and a bonus. A description of our employee benefits may be found here.

Our Commitment

We’re problem solvers that 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.