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.
