Your role and responsibilities
IBM Consulting Cybersecurity Services is seeking a high-performing Palo Alto Sales Specialist to drive growth within the Communications and Industrial Markets. 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.
The ideal candidate will have deep knowledge of the Palo Alto Networks portfolio and a strong ability to position OEM-led solutions enhanced by IBM's consulting, integration, and managed security services to create differentiated, outcome-driven client solutions.
This is a quota-carrying sales role focused on building strategic client relationships, developing joint go-to-market opportunities, and delivering measurable business outcomes.
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Drive sales and pipeline growth: Build and manage pipeline, identify new logo and expansion opportunities, and consistently achieve or exceed sales targets across Communications and Industrial Market accounts..
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Lead 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..
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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..
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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..
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Apply industry expertise: Connect cybersecurity solutions to industry-specific risks, regulations, and priorities such as fraud prevention, Zero Trust, cloud security, data protection, and operational resilience..
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Collaborate across IBM: Partner with technical architects and delivery teams to ensure solutions are feasible, differentiated, and positioned to deliver measurable client outcomes..
This job can be performed from anywhere in the US.Required education
Bachelor's Degree
Preferred education
Master's Degree
Required technical and professional expertise
- 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
- CISSP Certification
OTHER RELEVANT JOB DETAILSIBM offers a competitive and comprehensive benefits program. Eligible employees may have access to:
- Healthcare benefits including medical & prescription drug coverage, dental, vision, and mental health & well being
- Financial programs such as 401(k), cash balance pension plan, the IBM Employee Stock Purchase Plan, financial counseling, life insurance, short & long- term disability coverage, and opportunities for performance based salary incentive programs
- Generous paid time off including 12 holidays, minimum 56 hours sick time, 120 hours vacation, 12 weeks parental bonding leave in accordance with IBM Policy, and other Paid Care Leave programs. IBM also offers paid family leave benefits to eligible employees where required by applicable law
- Training and educational resources on our personalized, AI-driven learning platform where IBMers can grow skills and obtain industry-recognized certifications to achieve their career goals
- Diverse and inclusive employee resource groups, giving & volunteer opportunities, and discounts on retail products, services & experiences
We consider qualified applicants with criminal histories, consistent with applicable law.
This position was posted on the date cited in the key job details section and is anticipated to remain posted for 21 days from this date or less if not needed to fill the role.
IBM will not be providing visa sponsorship for this position now or in the future. Therefore, in order to be considered for this position, you must have the ability to work without a need for current or future visa sponsorship.
The compensation range and benefits for this position are based on a full-time schedule for a full calendar year. The salary will vary depending on your job-related skills, experience and location. Pay increment and frequency of pay will be in accordance with employment classification and applicable laws. For part time roles, your compensation and benefits will be adjusted to reflect your hours. Benefits may be pro-rated for those who start working during the calendar year.
This position is eligible for participation in an IBM Sales Incentive plan. Actual incentive opportunity will be based on performance and the eligible Target Incentive, as addressed in the applicable plan, all of which is subject to change. The compensation range listed for this position is the IBM Reference Salary that is used when you are not actively participating in a sales plan. Your actual base pay plus incentive opportunity will be determined by the Incentive Plan assigned to you.
