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Palo Alto Networks logo

Palo Alto Networks

4.2 | Santa Clara, CA | Computer & Network Security | 5001 to 10000 Employees
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Posted 2 months ago on Aug. 24, 2020

SLED Field Strategist K-12

Full-time in Santa Clara, CA (Can work remote)
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Equal Opportunities for Women and Men
Palo Alto Networks is a computer & network security company headquartered in the Santa Clara, CA area with 5001 to 10000 employees. Palo Alto Networks has a 4.2-star InHerSight Score, based on 1,186 ratings from 80 employees. Employees have left 28 comments about their experiences working for the company on InHerSight.

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.

We have the vision of a world where each day is safer and more secure than the one before. These aren’t easy goals to accomplish – but we’re not here for easy. We’re here for better. 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.


Job Description

Your Career

The K-12 Field Strategist is responsible for making Palo Alto Networks the cybersecurity partner of choice in K-12 education. You will marshal a cross-functional team to evolve our K-12 business: creating a substantial set of industry partnerships and solutions, building our brand in education, and establishing a reputation for true market leadership. The K-12 Field Strategist must have years of direct cybersecurity experience in K-12, and direct experience establishing or managing successful partnerships with ed tech companies. A strong nationwide network of contacts and leadership roles in industry groups are also essential to the success of this role - making every day a little safer in our schools, and making our sales teams and partners more productive and impactful.

Your Impact

  • Set our direction to respond to nascent industry needs and make new markets

  • Map the security use cases that are essential to K-12, now and in the future

  • Create solutions and validated designs that provide differentiated value and industry best practices

  • Create sales plays, marketing materials, and trainings for our field sales reps and and reseller partners

  • Engage with sales to support devel;opment lighthouse customers and large deals: shape vision, refine solutions, build pipeline and support deal closure

  • Develop SOC architectures and automation plays that are consumable in K-12 education, and the partnerships needed to deploy them

  • Identify and establish partnerships with the largest classroom technology providers and ISVs to create better business, financial and security outcomes for customers

  • Establish partnerships with ISPs, OEMs and other system integration providers to create differentiated solution stacks and exploit go-to-market synergies

  • Build new security models for “service centers” to improve their ability to serve aggregate security needs across multiple LEAs.

  • Oversee programs, and lead the government influence efforts, for pursuit of strategic funding sources such as E-Rate program, grants, CARES, etc..

  • Lead our efforts with select national education associations and initiatives to bring visibility, adoption, and momentum to our efforts in K-12

  • Be our visible leader: keynote presentations at the leading industry events, articles in key publications, thought leadership, invention, and disruption to the way cybersecurity is consumed


Your Experience

  • 10+ years’ experience in cybersecurity roles in K-12, or chief IT roles in which cybersecurity was a primary function.

  • First-hand mastery of issues related to K-12 technology usage, and the most common software and technology providers in the ecosystem.

  • Extensive relationships and an excellent reputation in key national industry groups

  • Experience with public sector contracts, procurement terms and processes, and funding sources

  • Program management skills, and ability to manage a cross-functional team

  • Experience working in and establishing a variety of supplier/partner relationship models, ideally including insource/outsource and software license models

  • Exceptional public speaking and C-Level customer consultative and relationship skills

  • Research and analytical skills

  • Proven ability to balance a complex workload, with short- and long-term requirements.

  • Ability to work autonomously within predefined parameters

Additional Information

Our Commitment

We’re trailblazers that dream big, 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

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.

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