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 is responsible for originating, structuring, and closing integrated cybersecurity deals that combine Palo Alto Networks (PANW) technologies with IBM Consulting's value-added cybersecurity services.

Responsibilities

• Drive sales and pipeline growth: Build and manage pipeline, identify new logo and expansion opportunities, and consistently achieve or exceed sales targets across Financial Services accounts.
• Led integrated solution selling: 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.