Palo Alto Networks Director, Systems Engineering - Service Provider Accounts in Boston, Massachusetts
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.
Our Approach to Work
We lead with flexibility and choice in all of our people programs. We have disrupted the traditional view that all employees have the same needs and wants. We offer personalization and offer our employees the opportunity to choose what works best for them as often as possible - from your wellbeing support to your growth and development, and beyond!
The Systems Engineering Director (SED), reports to the Area Vice President Systems Engineering for the Americas and will lead our team of Systems Engineers (SE) who are the go-to technical experts assisting the sales team in generating growth.
This position will require a business savvy individual with a strong background in security platform, application architecture, and sales coupled with a successful track record in team management.
Partner with the Regional Vice President of Sales to drive enterprise-wide sales-related initiatives within our strategic service provider accounts
Oversee technical pre-sales operations and achieve revenue generation, individual, team, and organizational quotas
Interact at a senior level with customers and partners and provide valuable insight into industry trends, customer challenges, technical evolutions, and business changes that will help the customer make their security decisions
Understand and articulate the key technical, operational, and commercial challenges faced by our prospects and customers that the Palo Alto Networks solution addresses
Ensure effective account planning is being executed across the teams to deliver compelling business-focused solutions that address customers' security needs
Develop and own outcome-oriented Systems Engineering initiatives that drive pipeline and sales with your AVP, RVPs, Systems Engineering Managers (SEMs) and SEs to drive greater efficiencies and success within the Area
Develop and maintain strong relationships with Palo Alto Networks’ partners (reseller, distribution, system integrators, and alliances) and drive and measure initiatives to improve sales productivity through partner leverage
Lead portfolio expansion initiatives, with factual results upselling subscriptions and strategic solutions
Ensure the teams develop deep ongoing relationships across their accounts to drive adoption and growth across the portfolio after the initial sale
Metric-based results should be evident across all areas of focus
Report and make visible the successes and deficiencies of the initiatives within your area
Pristine personnel management – including demonstrated development plans and execution, reduced attrition results and initiatives, a clear history of promotions and success, etc.
Provide account support through SE assignments, load balancing, continuity, strategic planning with Sales management, Sales Reps, and SEs, and customer meetings including sales calls, relationship building, and problem resolution
Operate effectively in a matrix manner with extended teams, such as Support, Finance, WW SE, HR, Product Management, and other relevant organizations
Act as an escalation point for pre-sales and post-sales technical issues that arise in the territory
Develop, mentor, manage, and support reporting sales engineers with technical and organizational leadership
Manage successful evaluations and timely return of evaluation equipment
A minimum combination of 8 years of first and/or second line, Systems Engineering management experience preferred
Direct experience selling to the Service Provider community highly desired
Reputation with the customers and partners in the Area as a trusted advisor who will always take care of their needs
Possess a combination of management, technical and business skills - A challenger sales mentality and a fast-growing mindset are a must
Industry knowledge of security product market trends and directional awareness of Palo Alto Network’s roadmap and technology development efforts
Knowledge of how to deliver comprehensive security solutions to PAN’s customer base, and maintains a general understanding of competitive selling strategies
Demonstrated experience in working directly with customers at senior levels within an organization, as well as working with industry partners and alliances
Possess the intellect and the executive presence to become a true business partner across functions
An articulate, social individual that can translate a highly technical solution in simple business terms and develop relationships with decision-makers
Highly commercial in orientation, with a strong focus on the customer and a clear commitment to generating top-line growth
Leading by example, this individual, when necessary, will not hesitate to get into the details of the business
Highly autonomous individual that can lead a cross-functional project from the ground up and make things happen
Decisive leader with a passion for the business and a real sense of urgency
Strategic thinking - To plan and build and other sales and marketing leaders - There will also be a close collaboration with the product 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 complex cyber threats.
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 email@example.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.
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/com-missioned roles) is expected to be between $273,600/yr to $376,200/yr. The offered compensation may also include restricted stock units and a bonus. A description of our employee benefits may be found here (http://benefits.paloaltonetworks.com/) .
Please note that we will not sponsor applicants for work visas for this position.
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