Sr. Channel Systems Engineering Manager

Job Summary

The Senior GSI Solutions Consultant Manager is the evolution of the traditional Channel Sales Engineer Manager role, aligning how we lead teams to best serve our GSI and SP Partners who represent Palo Alto Networks platforms and services, ensuring value realization on their investment in Palo Alto Networks.

As our Sr GSI Channel Solutions Consultant Manager, you are the technical leader for your GSI, MSSP and SP Channel Solutions Consultant team. While managing the GSI Solutions Consultants, you will also act as 2nd line manager to a Solutions Consulting team that supports Service Providers. You will work closely with the GSI and SP 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 partner segment, 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.

• Recruit and hire new Channel Solutions 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 defining technical activation plans that align with the partner's joint value propositions.
• Define, create and monitor individual development plans for your team.
• Works closely with Professional Services, Customer Success and Specialist teams to ensure partners are able to oversee customer implementation and adoption of solutions.
• Provide effective technical leadership in partner interactions, including sharing security trends and standard methodologies employed by customers to help partners build practices around Palo Alto Networks' solutions.
• Drive Palo Alto Networks Platformization efforts, helping partners build practices around the full portfolio.
• 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 partners and establish a trusted advisor-level relationship with their key stakeholders.
• Present to partners as our expert in your area at all levels while coaching teams.
• 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.
• 50% travel within the region.
• 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.

• 3 years of 2nd line managerial experience at the Sr. Manager or Director level required; 5 years preferred.
• 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,…