About the Role

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Abnormal Security is looking for a Mid-Market Account Executive to join our Sales org. The Mid-Market sales team is responsible for bringing new, small to medium-sized business into Abnormal’s portfolio of customers. This is a full-cycle sales role, working the deal cycle from prospect to close for accounts located in your territory. The ideal candidate will have a hunter mentality, experience in & a passion for cybersecurity, team selling experience, and be ready to hit the ground running.

• Sell Abnormal security solutions to your defined territory with the goal to overachieve new annual recurring revenue quota
• Work Mid Market accounts (<3.5k mailbox organizations) from initial conversations through signing a contract and up-selling once they’re a customer.
• Prospect and generate new business opportunities with Mid Market accounts (<3.5k mailbox organizations) to supply enough pipeline for them to hit sales targets.
• Work with Customer success to ensure a timely renewal and expansion sale opportunities
• Be a voice for the customer/prospect with internal teams including Sales Engineering/POV team, Product and Marketing to ensure appropriate prioritization to close more revenue.

Must Haves

• Must be located in the Greater Detroit area.
• Ability to hunt: a disciplined approach to early pipeline development. Comfortable and have demonstrated ability to prospect into enterprise accounts with the ability to leverage/ balance the pillars of demand generation: AE prospecting, Marketing, Channel, and Customer referrals.
• Good qualifier: Ability to uncover/discover customer problems and pains
• Good presenter: the ability to present and demonstrate value based off customer pain points.
• Disciplined in sales methodology / time management: Ability to systematically execute a disciplined sales process that can be repeated in parallel without sacrificing quality
• Ability to develop and present a business case to a customer showing high ROI across different dimensions to multiple stakeholders
• Ability to extract, document and organize lessons, knowledge and information about customers
• Ability to guide internal stakeholders through their own internal buying processes
• Grit; ability to find success in an early-stage environment without all the resources/teams available to much larger organizations
• Good understanding of how to leverage other departments including Sales Engineering, Marketing, Product and Customer Success.
• Cultural fit: VOICE
• Velocity to outpace attackers and outpace our competition
• Ownership to empower new leaders to step up and take action
• Intellectual Honesty to uncover the best ideas and the right actions
• Customer Obsession to focus us on what is most valuable
• Excellence to achieve our ambition of being the best

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Nice to Haves

• 2+ years of experience selling in cybersecurity
• 4 Years in an individual contributor role
• MEDDIC, MEDDPICC, or Command of the Sale sales methodology training

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Company Description

Our Mission

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

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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.

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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 contribute to our collective success. Our values were crowdsourced by employees and are brought to life through each of us every day - from disruptive innovation and collaboration, to execution. From showing up for each other with integrity to creating an environment where we all feel included.

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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!

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At Palo Alto Networks, we believe in the power of collaboration and value in-person interactions. This is why our employees generally work full-time from our office with flexibility offered where needed. This setup fosters casual conversations, problem-solving, and trusted relationships. Our goal is to create an environment where we all win with precision.

• Design, develop and implement highly scalable software features on our next-generation connectivity & security platform as part of our Prisma Access & C-NGFW services
• Ability to lead seamlessly through all Customer environments such as Commercial, Federal as well as other Sovereign cloud services.
• Work with different development and quality assurances groups to achieve the best operational outcomes (toil-free & easy to support along with being a great customer experience)
• Suggest and implement improvements to the development process
• Work with SRE and the Technical Support teams to troubleshoot customer issues
• Interview, mentor and coach new team members

Required Qualifications

• Leader responsible for a multi-region, follow the sun, SRE function for Prisma SASE & C-NGFW Production Operations with an SRE team.
• Hands-on Experience in running Operations/SRE function
• Experience setting strategy, multi-year execution roadmap & metrics for SRE/Ops
• Experience in ITIL Service Management Processes (ex: Incident Management, Change Management, Alert management)
• Experience Defining, Monitoring & Tracking SLO’s for infrastructure & the service components.
• Experience managing large scale infrastructures
• Experience on 3rd party Industry tools for Ops (some examples: Product/Infra Tools, Visibility tools, Tools for On-call/On-duty coordination, Alerting tools such as stackstrom, sensu, datadog, etc).
• Closely Partner with Support, Product, Marketing and Sales organization to execute the initiative
• 5+ years of managing an operations team for a fast-paced product
• Experience with managing remote and geographically distributed teams
• Knowledgeable in distributed systems and redundancy/high-availability and performance optimizations
• Experience with one or more configuration management software: Ansible, Salt or Puppet
• Experience with cloud-based deployments (GCP or AWS experience preferred)
• Experience with monitoring tools
• Experience with backup strategies and Disaster Recovery
• Familiar with security and risk mitigation (authentication, encryption, anomaly detection) for a cloud-based environment
• Familiar with compliance regimes (SOC2, ISO etc.).
• Familiarity with Federal Regulations & Compliance (FedRamp - IL2 to IL5)
• Familiar with Vendor management (equipment, licensing etc.)
• Bachelor's degree in Computer Science or equivalent
• Must be a US Citizen so as to lead Federal High & IL5 environments

The Team

Our engineering team is at the core of our products – connected directly to the mission of preventing cyberattacks. We are constantly innovating – challenging the way we, and the industry, think about cybersecurity. Our engineers don’t shy away from building products to solve problems no one has pursued before.

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We define the industry, instead of waiting for directions. We need individuals who feel comfortable in ambiguity, excited by the prospect of a challenge, and empowered by the unknown risks facing our everyday lives that are only enabled by a secure digital environment.

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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 $253,000 - $325,000/YR. The offered compensation may also include restricted stock units and a bonus. A description of our employee benefits may be found here.

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Our Commitment

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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.

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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 [email protected]

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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.

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

Summary

SMX is seeking a Sr. Cloud Engineer to support INSCOM HQ to lead the design, implementation and migration of client workloads into a streamlined multi-cloud environment.

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Company Overview

At SMX®, we are a team of technical and domain experts dedicated to enabling your mission. From priority national security initiatives for the DoD to highly assured and compliant solutions for healthcare, we understand that digital transformation is key to your future success.

We share your vision for the future and strive to accelerate your impact on the world. We bring both cutting edge technology and an expansive view of what's possible to every engagement. Our delivery model and unique approaches harness our deep technical and domain knowledge, providing forward-looking insights and practical solutions to power secure mission acceleration.

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SMX is committed to hiring and retaining a diverse workforce. All qualified candidates will receive consideration for employment without regard to disability status, protected veteran status, race, color, age, religion, national origin, citizenship, marital status, sex, sexual orientation, gender identity or expression, pregnancy or genetic information. SMX is an Equal Opportunity/Affirmative Action employer including disability and veterans.

• Support planning and design effort for all tasks in the back log (e.g., POA&M items, component upgrades, feature requests, bug fixes).
• Implement tasks in the backlog (e.g., POA&M items, component upgrades, feature requests, bug fixes).
• Support reviewing and revising all changes to Infrastructure-as-Code/Configuration-as-Code (IaC/CaC) and system documentation.
• Ensure the software can be deployed successfully in all environments (e.g., AC2SP Virtual Private Clouds on all domains).
• Ensure the ATO on all required networks is active at all times and all conditions of the ATO are satisfied.
• Support Tier 2/3 tasks (e.g., service interruptions).

Required Qualifications

• Active TS security clearance and eligible for SCI and NATO read-on prior to starting work.
• Meet all requirements to receive a privileged user (PU) account on a TS/SCI information system (e.g., AC2SP) prior to starting work. The requirements are currently defined in DoD 8140.01. The PU account must be maintained at all times even as DoD directives defining cybersecurity roles continue to evolve.
• Master of Science degree in Science, Technology, Engineering or Mathematics with 10 years' of total experience OR a Bachelor of Science degree in Science, Technology, Engineering or Mathematics with 12 years' of total experience OR without a degree have at least 16 years' of total experience.
• 8 years' experience applying agile methodologies to the system development life cycle.
• 6 years' experience with IaC/CaC.
• 6 years' experience with Commercial Cloud Services.
• 3 years' experience with Kubernetes.
• 3 years' experience with the assessment and accreditation of a national security system (NSS).

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Preferred Qualifications

• AWS Solutions Architect Professional Certification.
• 3 years' experience as a cloud engineer supporting programs using C2S or C2E.
• 3 years' experience with Terraform or other commercial cloud vendor-agnostic IaC/CaC tool.
• 2 years' experience with AWS Cloud Development Kit (CDK).
• 2 years' experience as a cloud engineer supporting programs using AC2SP.

Application Deadline: January 6, 2024

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The SMX salary determination process takes into account a number of factors, including but not limited to, geographic location, Federal Government contract labor categories, relevant prior work experience, specific skills, education and certifications. At SMX, one of our Core Values is to Invest in Our People, so we offer a competitive mix of compensation, learning & development opportunities, and benefits. Some key components of our robust benefits include health insurance, paid leave, and retirement.

The proposed salary for this position is:

$133,100—$221,800 USD

Selected applicant may be subject to a background investigation and/or education verification.