Systems Engineer - Named Accounts

Palo Alto Networks   •  

San Diego, CA

Industry: Technology


5 - 7 years

Posted 184 days ago

This job is no longer available.


  • 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.
  • Experience selling, demonstrating, installing and/or troubleshootingnetworkinfrastructuresecurity products.
  • Experience with, or knowledge of, modern networkthreats and malware.
  • Experience with, or knowledge of, networkforensics and incident response.
  • Relevant Palo Alto Networks certification – eg PCSNE, PSE, ACE, etc.
  • Relevant industry certifications – eg. SANS, CISSP, CCIE, etc.