Sales Specialist

🕒 May 8

🏄 California – Remote

🏄 California – Remote

💵 $264k - $363k / year

⏰ Full Time

🟡 Mid-level

🟠 Senior

🤑 Sales

🦅 H1B Visa Sponsor

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Palo Alto Networks

WebsiteLinkedInAll Job Openings

10,000+ employees

🔒 Cybersecurity

🏢 Enterprise

💰 $1M Seed Round - Morta Security on 2013-02

Cybersecurity • Enterprise

Palo Alto Networks is a global cybersecurity company that provides AI-driven platforms, products, and services to protect networks, cloud workloads, endpoints, and applications. Its portfolio includes next-generation firewalls, SASE and Prisma Cloud (CNAPP) offerings, the Cortex security operations suite (XDR, XSOAR, XSIAM), and Unit 42 threat intelligence and incident response services. Palo Alto Networks helps enterprises secure AI deployments, automate SOC workflows, and prevent, detect, and respond to sophisticated threats across hybrid and multi-cloud environments.

📋 Description

• Build and execute a strategic territory plan focused exclusively on large-scale, cloud-native enterprises where observability is a mission-critical business pillar. • Move beyond "features and functions" to lead discovery calls centered on OKRs, Cloud Spend, and MTTR. • You will translate technical complexity into clear business value for CTOs and Heads of Infrastructure. • Champion Chronosphere’s unique ability to give customers control over their telemetry data, helping them eliminate "junk metrics" and reduce observability waste by 40-60%. • Take full ownership of the sales cycle, from unseating entrenched legacy incumbents (Datadog, New Relic, Splunk) to navigating complex procurement and security reviews. • Lead deep-dive architectural discussions alongside Sales Engineers, proving how our Prometheus-native and OpenTelemetry-first platform future-proofs their stack. • Partner with the Core Sales and Alliances teams (including our Palo Alto Networks ecosystem) to deliver integrated, "Agentic Observability" solutions. • Maintain a disciplined pipeline and accurate forecasting, utilizing a value-based sales methodology (e.g., MEDDPICC) to ensure predictable growth. • Take 100% ownership of building a net-new pipeline from scratch.

🎯 Requirements

• 5+ years of over-performance in a hunter-specific role, consistently exceeding quotas by landing 7-figure deals in new enterprise accounts. • You speak the language of SREs and Platform Engineers. • You understand the nuances of Kubernetes, microservices, and the challenges of high-cardinality telemetry. • You aren't afraid to challenge a customer’s current observability strategy and provide a roadmap for better data governance and cost-efficiency. • Proven track record of building "multi-threaded" relationships across Engineering, Finance (FinOps), and C-suite leadership. • Ability to thrive in a fast-paced environment where the product evolves rapidly (e.g., our expansion into AI-driven autonomous remediation). • Deep familiarity with the cloud-native ecosystem (Kubernetes, Prometheus, OpenTelemetry).

🏖️ Benefits

• Employee benefits information located on the company website