Palo Alto Sales Specialist - Business Development Leader

Role Overview

IBM Consulting Cybersecurity Services is seeking a high-performing Palo Alto Sales Specialist to drive growth within the Financial Services Market. This role combines Palo Alto Networks (PANW) technologies with IBM Consulting's value-added cybersecurity services to create differentiated, outcome-driven client solutions.

Responsibilities

• Build and manage pipeline, identify new logo and expansion opportunities, and consistently achieve or exceed sales targets across Financial Services accounts.
• Position end-to-end cybersecurity solutions combining Palo Alto Networks platforms (Prisma, Cortex, Strata, SASE, Cloud Security) with IBM Consulting’s advisory, implementation, integration, and managed security services.
• Engage executive clients: Build trusted relationships with CISOs, CIOs, and senior security leaders; lead value-based conversations and develop business cases, ROI models, and executive presentations aligned to client priorities.
• Shape and close complex deals: Structure opportunities spanning software licensing, consulting, implementation, and managed security services. Lead competitive positioning and win strategies in multi-vendor environments.
• Build strategic partnerships: Work closely with Palo Alto Networks field teams, partner managers, and IBM alliance leaders to co-sell, develop joint opportunities, support account planning, and execute go-to-market initiatives.
• Apply Financial Services expertise: Connect cybersecurity solutions to industry-specific risks, regulations, and priorities such as fraud prevention, Zero Trust, cloud security, data protection, and operational resilience.
• Collaborate across IBM: Partner with technical architects and delivery teams to ensure solutions are feasible, differentiated, and positioned to deliver measurable client outcomes.

Requirements

• 8+ years of experience in enterprise cybersecurity sales or technology solution sales.
• Proven track record of meeting/exceeding quota in complex, multi-stakeholder environments.
• Experience selling OEM cybersecurity technologies bundled with services.
• Experience working at or with Palo Alto Networks or a strategic partner ecosystem.
• Background in Zero Trust, SASE, Cloud Security, or SOC transformation.

Preferred Technical and Professional Experience

• MBA or advanced degree is a plus.

Location

This job can be performed from anywhere in the US.