Channel Systems Engineering Manager

Palo Alto Networks•Montreal, QC

27d•Remote

About The Position

At Palo Alto Networks®, we’re united by a shared mission—to protect our digital way of life. We thrive at the intersection of innovation and impact, solving real-world problems with cutting-edge technology and bold thinking. Here, everyone has a voice, and every idea counts. In order to be the cybersecurity partner of choice, we must trailblaze the path and shape the future of our industry. This is something our employees work at each day and is defined by our values: Disruption, Collaboration, Execution, Integrity, and Inclusion. We weave AI into the fabric of everything we do and use it to augment the impact every individual can have. This role is remote, but distance is no barrier to impact. Our hybrid teams collaborate across geographies to solve big problems, stay close to our customers, and grow together. You will be part of a culture that values trust, accountability, and shared success where your work truly matters. The Channel Solutions Consultant Manager is the evolution of the traditional Channel Sales Engineer Manager role, aligning how we lead teams to best serve our Partners who represent Palo Alto Networks platforms and services, ensuring value realization in their investment with Palo Alto Networks. As our Channel Solutions Consultant Manager, you are the technical leader for your Channel Solutions and Domain Consultant Specialist team. You will work closely with the Channel Business Manager Leaders and build relationships with Partners. You will guide partners in identifying opportunities and positioning Palo Alto Networks. Your guidance, expertise, and mentorship of your team will keep them ahead of the latest cyberthreats and stay on the leading edge of prevention. As the technical leader for your assigned region, you will guide and develop your team to define innovative technical solutions that secure customers' key business imperatives and maximize the value of their investment with Palo Alto Networks. You will champion our industry-leading on-premises, cloud, and security operations services, establishing Palo Alto Networks as the preferred cybersecurity partner. You will also nurture talent within your team and provide valuable feedback to the product management team on new feature requests and product improvements based on insights gained from your partner interaction. Your team will play a key role in defining helping partners build a Palo Alto Networks practice.

Requirements

Experience as a pre-sales System Engineer Manager
Experience as a Senior System Engineer/Specialist
Experience working with Resellers, Distributors or MSSPs
Industry knowledge of security product market trends and directional awareness of our roadmap and technology development efforts, knowledge of competitor offerings and products
Experience in selling, designing, implementing or managing one or more of the following solutions: Network Security, SASE, SaaS, CNAPP and/or SOC Transformation Technologies
Partnering with Customer Support functions to ensure the successful implementation and adoption of sold solutions
Strong communication (written and verbal) and presentation skills
Quota-driven attitude, focused on being a trusted advisor to partners
Proficient in English

Responsibilities

Recruit and hire new Channel Solutions and Domain Consultants into the region and hire the best talent in the industry
Responsible for training, mentoring, and reviewing employees on your team, keeping them engaged and successful in their careers
Support the partner Solutions Consultant team in complex evaluations, problem-solving, and challenging customer environments
Define, create and monitor individual development plans for your team
Works closely with Professional Services, Customer Success and Specialist teams to ensure overall customer implementation and adoption of solutions
Provide effective technical leadership in customer interactions to include sharing security trends and standard methodologies employed by other customers to actively be part of the selling process
Drive Palo Alto Networks Platformization efforts within your accounts
Work closely with the Domain Specialist Manager to ensure optimal use of resources and align the required resources to the projects you are handling
Act as an escalation point to collaborate with pre-sales and post-sales teams for any issues that arise
Build and maintain relationships with key customers to solidify reference accounts and to assist the account teams with defining plans to drive more business
Present to partners as our expert in your area at all levels; partner SEs to Executives
Discuss competitor products in the marketplace and position ours as the best alternative
Working with Product Management, Technical Marketing, and R&D to build requirements and product features for our large customers and provide feedback from customers
Work with your Channel Business Manager counterpart to develop a technical strategy that accelerates growth for our partners
Identify key verticals, markets, use cases, and solutions to focus on, and devise a comprehensive strategy and engagement model tailored to your region or district