Federal Deployment Manager

Company Description

Our Mission

At Palo Alto Networks® everything starts and ends with our mission:

Being the cybersecurity partner of choice, protecting our digital way of life.
Our vision is a world where each day is safer and more secure than the one before. We are a company built on the foundation of challenging and disrupting the way things are done, and we’re looking for innovators who are as committed to shaping the future of cybersecurity as we are.

Who We Are

We take our mission of protecting the digital way of life seriously. We are relentless in protecting our customers and we believe that the unique ideas of every member of our team contributes to our collective success. Our values were crowdsourced by employees and are brought to life through each of us everyday – from disruptive innovation and collaboration, to execution. From showing up for each other with integrity to creating an environment where we all feel included.

As a member of our team, you will be shaping the future of cybersecurity. We work fast, value ongoing learning, and we respect each employee as a unique individual. Knowing we all have different needs, our development and personal wellbeing programs are designed to give you choice in how you are supported. This includes our FLEXBenefits wellbeing spending account with over 1,000 eligible items selected by employees, our mental and financial health resources, and our personalized learning opportunities – just to name a few!

Job Description

Your Career

Serving the National Interest 

The National Security Division specializes in serving the unique missions of Palo Alto Networks’ flagship Public Sector customers. 

Your Role

Like us, you are able to convert your affinity for national security missions into overperformance in your function. 

As a Deployment Manager within the National Security Division, you believe that success in this role is measured by the tangible results of your ability to serve the missions of our customers through the use of Palo Alto Networks Security Operations (aka “Cortex”) capabilities, specifically our product Internet Landscape Intelligence (ILI) with our Department of Defense (DOD), Intelligence Community (IC), and Federal Civilian (FedCiv) customers.

Your Scope

You will work closely with a diverse set of internal and external stakeholders, and much of your workload will be time-sensitive and challenging. The focus of your day-to-day work will be deploying ILI capabilities into our Public Sector customer environments. Your approach will be thoughtful and adaptive to the unique combination of people, processes, technologies, and objectives at each of your customers.  

During a given week, your work may include: 

• Supporting public sector customers with how to leverage ILI data to support cyber operations 

• Helping technical and non-technical users assess the national or global impact of a consequential vulnerability using the Cortex product suite

• Concise, precise, and accurate written and oral communications to various customer personas 

• Identifying new user groups based on close observation of the customer environment 

• Identifying potential feature enhancements for discussion with our product team 

• Troubleshooting a potential bug with our engineering team so that they can reproduce it and apply a fix 

• Collaborating with other functions such as our Product Management, Cyber Research Engineering, Sales, and Marketing teams

Your Impact

Responsibilities:

Ownership: We seek individuals who take responsibility, balance optimism with realism, and foster a culture of high performance. We expect Deployment Managers to lead an engagement from start to finish with the customer and other teams at Palo Alto Networks. This will entail developing the technical path for success, identifying product and engineering needs, and validating the engagement outcome with the customer. You will be encouraged to rapidly assume responsibility for your accounts and navigate to success.

Embed and Engage: Work shoulder-to-shoulder with our customers to understand their unique mission challenges and represent the customer as you work with our product and engineering teams to shape capabilities that solve key challenges. Our product and engineering teams depend on you to offer a perspective that guides feature prioritization and product development.

Bring Clarity: Possess a gift for briefing and storytelling across audiences (government stakeholders, other vendors, engineers, etc.). 

Serve as the Customer-Facing Technical Product Expert: Act as the main point of contact for our Xpanse product set. 

• Training users on the technical functions of our capabilities (e.g., Xpanse, XSOAR) 

• Leadership briefings at customer sites to ensure understanding of our capabilities and engagement progress

• Assisting customers with workflow development and implementation of our products into existing toolkits

• Understanding customers’ most pressing technical challenges

Account Management

• User engagement and adoption; understanding the unique bureaucratic environments in which the user operates

• Analytical support at customer request; guide customers through analytic workflows within our products, participating at all stages of customer investigations to drive wins; this requires mastering our product capabilities and providing ongoing QA support for the product

• Technical troubleshooting (in collaboration with our product and engineering team)

• Serve as “customer advocate” with members of product management and engineering to improve the product

• Solicit and document customer feedback using qualitative and quantitative methods; write and disseminate detailed engagement progress reports to relevant team members across the company 

• Understand and support interconnected mission threads between large federal organizations and the agencies that fall under their jurisdiction

Renewals and Expansion

• Retain the business of our customers via contract renewals in partnership with Sales and identify opportunities to expand the scope of our engagements 

• Support product demos and capability overviews to prospective customers in partnership with Sales

Qualifications

Your Experience

Main Qualifications: 

• 4+ years experience in technical client delivery and engagement and/or technical intelligence analysis

• Understanding the cyber threat landscape, including attack tools, tactics, and techniques such as those outlined in MITRE ATT&CK framework

• High-level understanding of computer networks, protocols, and how the Internet works

• Broad knowledge of nation-state linked Advanced Persistent Threat (APT) groups 

• Knowledge of federal organizations and functions; e.g. understanding organizational structures, hierarchy and how to apply software product use cases to target stakeholders

• Ability to systematically analyze challenges towards clearly articulated end goals, like optimizing product adoption

• Strong oral communication, including presentation skills, and poise

• Demonstrated aptitude to learn new technical content

• Demonstrated success decomposing a problem into addressable component parts

• Must be able to travel up to 40% of the time

• Must be willing and able to obtain and hold a U.S. Top Secret/SCI security clearance 

Preferred Qualifications:

• Bachelor of Science degree in engineering, computer science, or related field; or relevant experience

• Advanced understanding of and experience supporting operational cyber exercises and missions (a plus, not a requirement)

• Experience supporting national-level cyber response missions (a plus, not a requirement)

• Understanding of and experience supporting cyber threat hunt activities or full spectrum cyber operations (a plus, not a requirement)

• Ability to support customer analytical Requests for Information (RFIs) (a plus, not a  requirement) 

• Local to the Washington DC market

Additional Information

Compensation Disclosure

The compensation offered for this position will depend on qualifications, experience, and work location. For candidates who receive an offer at the posted level, the starting base salary (for non-sales roles) or base salary + commission target (for sales/commissioned roles) is expected to be between $112000 – $182500/YR. The offered compensation may also include restricted stock units and a bonus. A description of our employee benefits may be found here.

Our Commitment

We’re problem solvers that take risks and challenge cybersecurity’s status quo. It’s simple: we can’t accomplish our mission without diverse teams innovating, together.

We are committed to providing reasonable accommodations for all qualified individuals with a disability. If you require assistance or accommodation due to a disability or special need, please contact us at  accommodations@paloaltonetworks.com.

Palo Alto Networks is an equal opportunity employer. We celebrate diversity in our workplace, and all qualified applicants will receive consideration for employment without regard to age, ancestry, color, family or medical care leave, gender identity or expression, genetic information, marital status, medical condition, national origin, physical or mental disability, political affiliation, protected veteran status, race, religion, sex (including pregnancy), sexual orientation, or other legally protected characteristics.

All your information will be kept confidential according to EEO guidelines.