Channel Systems Engineering Manager at Palo Alto Networks — BranchFactor

BranchFactor Summary

The original posting with the fluff stripped out

Expected experience: 5+ yrs
Management level: People management
Contract: Full-time
Visa sponsorship: Not offered

Compensation

Base salary	US$224,000 – US$308,000 / yr

Role speciality

Cybersecurity

Useful technologies

SASE SOC

Preferred qualifications

Study levelMaster's or higher

Original posting

Our Mission

At Palo Alto Networks®, we’re united by a shared mission—to protect our digital way of life. We thrive at the intersection of innovation and impact, solving real-world problems with cutting-edge technology and bold thinking. Here, everyone has a voice, and every idea counts. If you’re ready to do the most meaningful work of your career alongside people who are just as passionate as you are, you’re in the right place.

Who We Are

In order to be the cybersecurity partner of choice, we must trailblaze the path and shape the future of our industry. This is something our employees work at each day and is defined by our values: Disruption, Collaboration, Execution, Integrity, and Inclusion. We weave AI into the fabric of everything we do and use it to augment the impact every individual can have. If you are passionate about solving real-world problems and ideating beside the best and the brightest, we invite you to join us!

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.

Job Summary

Your Career

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.

Your Impact

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.

Qualifications

Your Experience

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, designing, implementing or managing one or more of the following solutions: Network Security, SASE, SaaS, CNAPP and/or SOC Transformation Technologies
Partnering with Customer Support functions to ensure the successful implementation and adoption of sold solutions
Strong communication (written and verbal) and presentation skills
Quota-driven attitude, focused on being a trusted advisor to partners
Proficient in English

Compensation Disclosure

The compensation offered for this position will depend on qualifications, experience, and work location. For candidates who receive an offer at the posted level, the starting base salary (for non-sales roles) or base salary + commission target (for sales/com-missioned roles) is expected to be the annual range listed below. The offered compensation may also include restricted stock units and a bonus. A description of our employee benefits may be found here.

$224,000.00 - $308,000.00/yr

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 accommodations@paloaltonetworks.com.

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.

All your information will be kept confidential according to EEO guidelines.

Is role eligible for Immigration Sponsorship? No. Please note that we will not sponsor applicants for work visas for this position.

BranchFactor Summary

Your Career

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.

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