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Presales Systems Engineer - Commercial & Channel

Palo Alto Networks - Sydney, NSW

Source: uWorkin


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

As a Palo Alto Networks Channel and Commercial Systems Engineer, you are a critical part of the sales team. You’ll be partnering with other Systems Engineers to enable and build solutions with our channel partners; as well as leveraging your technical and presales expertise to give our clients the peace of mind that Palo Alto Networks portfolio is the right solution for their cybersecurity concerns.

You will represent the company as a technical advisor tasked with building excitement and support for the company with the partner’s sales and technical teams. You will take ownership of the technical relationship with selected channel partners 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, and via telephone. You will have specific recruitment, enablement, training and communication objectives aligned with the objectives of the company.

You will build trust with our clients and teams, establishing strong rapport as a trusted advisor, and build an environment where our clients feel (and are) secure. You will present our portfolio to potential customers - crafting and delivering demonstrations of the products, gathering customer technical requirements, and making expert technical recommendations. Additionally, you'll be called upon to offer feedback to our product management team on new feature requests and product improvements based on what you learn from your customer base.

Your Impact

  • Provide technical enablement and training to selected channel partners. And drive and assist Partner SEs to achieve Palo Alto Networks certifications
  • 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
  • Oversee partner pre-sales activities, including competitive analysis, test plans, demos, proofs of concept, and RFPs
  • Understand and communicate the business advantages of a partnership with Palo Alto Networks
  • Establish yourself as a trusted advisor to prospects and customers working with your Account Managers and the channel partners within your territory
  • Identify and document specific problems with prospective and current customers which can be solved through the deployment of integrated solutions
  • Architect and propose validated solutions which address the identified cybersecurity problems in each unique environment
  • Ensure ongoing customer happiness, support, and adoption
  • Act as the customer advocate for any issues that require technical assistance and follow up with the customer until the issue is resolved
  • Create and deliver compelling demonstrations of products and solutions that clearly differentiates from competitors or legacy security solutions
  • Identify and qualify new opportunities, and support technical pre-sales activities to opportunity closure
  • Create evaluation test plans with customers that highlight the strengths of Palo Alto Networks platform and clearly differentiate from competitors, and manage the evaluation process to a successful conclusion


Your Experience
  • General understanding of NSW partner community, technology trends, and competitive landscape
  • An understanding of how to qualify partner needs to create accord
  • Flexible and adaptable self-starter with strong relationship-building skills
  • Intellectual curiosity, humility, accountability, and positive approach
  • Experience as a successful SE, systems integrator, or equivalent experience
  • Strong written and verbal communication and presentation skills, both internally and externally
  • Strong analytical skills, ability to analyze complex multivariate problems and use a systematic approach to gain quick resolution, often under duress
  • Mature and effective organizational and time-management skills
  • Experience with complex IT requirements, preferable in Cybersecurity
  • Experience selling, demonstrating, installing and troubleshooting IT infrastructure or cybersecurity solutions
  • Experience training customers and partners on technical subject matter

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 [email protected]

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.