Effectively lead conversations about Palo Alto Networks security platform and solutions.
Create and deliver compelling demonstrations of Palo Alto Networks products and solutions that clearly differentiates us from competitors or legacy security solutions.
Educate customers and partners on the modern networksecuritylandscape.
Identify and qualify new opportunities, and support technical pre-sales activities to opportunity closure.
Proactively expand the Palo Alto Networks install base within existing accounts.
Maintain key partner technical relationships and effectively enable and leverage channel partners; Excel in a channel-driven sales model.
Create evaluation test plans with customers that highlight the strengths of Palo Alto Networks platform and clearly differentiate us from competitors, and manage the evaluation process to a successful conclusion.
Gather customer technical requirements and identify product and technology gaps.
Understand and effectively differentiate from competitive technologies and solutions.
Understand and assist customers through the support escalation process, helping manage support escalations with the customer to closure, if necessary.
Continuously strive for self-improvement and learning to maintain current technical knowledge, and actively share knowledge and technical experience with the broader team.
Actively participates in technical communities of interest and focus on certain technologies.
Technical competence:Understands all Palo Alto Networks products; understands competitive technologies; technical expertise and experience on some technologies; Continuous technical development.
Agenda setting: Effectively adapts Palo Alto Networks value proposition and vision for networksecurity based on customer requirements; Proficient in identifying problems in customer environments and leading conversations in the direction of Palo Alto Networks' solutions; Maintains strong relationships with customers at field and technical management levels, and effectively engages at senior technical and management levels.
Professional skills:Consistently meets all expectations in customer facing engagements, and excels in writing, presentation, and creative problem solving skills; demonstrates continued development and experience; maintains a very professional reputation with customers and channel partners.
Attitude:Consistently takes responsibility for own actions; self-motivated and proactive in all engagements; consistently exhibits a positive attitude and demonstrates a “whatever-it-takes” mentality to get things done; dependable, never makes excuses, and always delivers.
Teamwork:Works extremely well with the immediate team and channel partners and can coordinate productive engagement with the product, marketing team, and other members of the extended team; A consummate team player.
Experience and established success as an Systems Engineer, or demonstrable equivalent industry experience.
Extensive domestic travel within the territory is often required, and international travel may be required as necessary.
Ideal candidates will have prior experience selling or operating networkinfrastructure based security appliances including, but not limited to: Firewalls, SSL/IPSec VPNs, Security Proxies and Caches.
Candidates should have practical experienceworking with routing and switching products that will be installed adjacent to the Palo Alto Networks appliances.
Strong communication (written and verbal) and presentation skills, both internally and externally.
Strong problem solving 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.
BSCS or equivalent and 6+ years of experience as an SE, Systems Integrator or customer managing large/complex securityinfrastructures.
Demonstrable experience with endpoints, public cloud, network routing protocols. General knowledge around ancillary security tools like authentication,
Experience in L2-L4 Networking (L2 Switching architectures including Spanning Tree, IP routing including OSPF and BGP, L4 Load-balancing).
Industry knowledge of security and network product and technology trends.
Knowledge of competitive solutions and selling strategies.