Job Description
As a Palo Alto Networks Channel Systems Engineer, you are a critical part of the sales team. It is your responsibility to build solutions and enable PWC / Capgemini across EMEA. You will work with them to build a strong services practice, align and build relationships between them and Palo Alto Networks, and finally build joint value by demonstrating their strengths. You will represent the company as a technical advisor tasked with building excitement and support for the company with PWC / Capgemini's sales and technical teams. You will travel and take ownership of the technical relationship with PWC / Capgemini to demo, train, enable, communicate with and continually engage technical partner team members by dedicatedly managing and delivering technical content and establishing relationships either onsite, online, or via telephone. You will have specific recruitment, enablement, training and communication objectives aligned with the objectives of the company.
Your Impact
* Ability to align partner needs and strategy with the value of Palo Alto Networks
* Provide product demos on all aspects of the Palo Alto Networks Platform
* Provide technical enablement and training to strategic/national partners
* Strategically position Palo Alto Networks with other technologies sold by partners
* Participate in partner business planning activities by supporting the development and execution of the partner technical business plan
* Facilitate the planning and preparation of partner Sales Engineers (SEs) in achieving Palo Alto Networks and industry certifications
* Oversee partner pre-sales activities, including competitive analysis, test plans, demos, proofs of concept, and RFPs
* Cross-communicate Palo Alto Networks and partner value propositions, especially between partner and Palo Alto Networks field SEs
* Understand and effectively present the Palo Alto Networks’ security platform
* Create, execute, and review a technical readiness plan with the CBM/regional sales team, including measurable achievements to track progress
* Provide localized technical training to partner’s pre-sales and post-sales technical resources
* Support product/service training of the partner sales teams
* Educate and promote the use of Palo Alto Networks support model and effective use of available resources
* Collaborate with the CBM/regional sales team on the development and management of the channel partner business plan and mutual action plans
* Understand and communicate the business advantages of a partnership with Palo Alto Networks
* Develop a strong understanding of Palo Alto Networks’ channel partner objectives
Qualifications
* General understanding of GSI routes to market across EMEA
* Specific experience working with Capgemini, PwC, or similar global systems integrators
* Strong communication and listening skills, including effective delivery of executive and technical presentations
* Ability to articulate complex concepts clearly, both in writing and in conversation, with structured and audience-appropriate messaging
* Understanding of how to qualify partner needs, co-develop solutions, and create strategic alignment
* Experience as a Solutions Engineer or in a technical role within a systems integrator environment
* Industry knowledge of security and networking product and technology trends
* Knowledge of competitive solutions and partner-aligned selling strategies
* Experience supporting the sale, demonstration, and enablement of network security products and platforms
* Familiarity with modern data centre and public cloud infrastructure technologies (e.g., containerisation, hybrid-cloud models)
* Awareness of modern threat landscapes, malware trends, and security risk domains
* Exposure to automation, orchestration, and endpoint security tools in partner or customer environments
* Relevant industry certifications (e.g., CISSP, SANS, CCSP, or equivalent) are preferred
Additional Information
The Team: As part of our Systems Engineering team, you’ll support the sales team with technical expertise and guidance when establishing trust with key clients. You won’t find someone at Palo Alto Networks that isn’t committed to your success – with everyone pitching in to assist when it comes to solutions selling, learning, and development. As a member of our systems engineering team, you are motivated by a solutions-focused sales environment and find fulfillment in working with clients to resolve incredible complex cyberthreats.
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 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.
Seniority level
* Mid-Senior level
Employment type
* Full-time
Job function
* Industries
* Computer and Network Security
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