Channel Systems Engineer

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. 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.

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.

As a Channel Systems Engineer covering some of our leading US channel partners in the Federal space, your role will involve providing leadership, technical expertise, and guidance to partners on their journey towards becoming or further solidifying their position as key Palo Alto Networks partners. You will work as a technical leader with channel partners, providing technical expertise to support the technical sales and implementation of company products and solutions.

This role involves collaborating with partners, training them on technical aspects, providing pre‑sales technical assistance, and ensuring successful integration and post‑sales success. The Channel Systems Engineer will act as a trusted advisor, driving growth by fostering strong relationships with channel partners and ensuring they have the knowledge and tools needed to succeed. We are working to create partner experts for life.

• Serve as the primary technical leader for the designated channel partners
• Collaborate with focus partners in the territory to develop comprehensive business plans that align to strategic objectives
• Provide technical pre‑sales support to partners, including product presentations, demonstrations and solution architecture design.
• Collaborate with your sales peers to identify opportunities for new partnerships and expand existing ones
• Plan and drive detailed technical training sessions for partners, ensuring they are proficient in the company’s products, solutions, and integration processes
• Support channel partners with technical issues during and after product implementation, acting as a liaison between them and the company's technical support teams
• Apply Business and Technical Acumen to design and deliver customized solutions based on partner and customer needs, ensuring alignment with company standards and best practices
• Stay updated on product roadmaps, new technologies, and industry trends to better assist partners in growing their business
• Assist in the development and deployment of channel enablement materials, such as technical guides, manuals, and webinars
• Collaborate with the product management and development teams to provide feedback on product improvements based on partner and customer feedback
• Drivesresults by maintaining detailed records of partner interactions, sales pipeline, and technical support provided, reporting progress to management regularly

• 6+ years of experience in Partner Solution Consulting, pre‑sales engineering, or a similar technical role within the technology industry
• Skilled in at least one of the following Networking, Network Security, Cybersecurity, Private/Public Cloud Security, SOC/Endpoint or SASE
• Prior experience working with channel is required. Strong understanding of channel sales models and experience working with resellers, distributors, and other channel partners
• Experience with US Federal technical sales, and strong technical knowledge of all Palo Alto Networks platforms are both strongly preferred
• Previous experience selling, implementing, or managing SaaS offerings is strongly preferred
• Experience in complex sales involving long sales processes with multiple buying centers and multi‑product solutions is preferred.
• Prior experience architecting cybersecurity solutions that solve technical challenges and influence business initiatives is preferred.
• Experience…