Director Systems Engineering - Major Accounts

Indianapolis, IN, United States

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.

FLEXWORK is an employee-centric reimagining of how we work. We built FLEXWORK based on employee feedback – it is about flexibility, trust, and choice whenever possible. It’s been a journey of disruption that has yielded the best of our values. We offer as much flexibility as possible, and choices that enable you to be most productive, including benefits that meet your needs and learning opportunities that you feel passionate about.

Job Description

Your Career

The Systems Engineering Director (SED), will lead our team of Systems Engineering Managers and in turn drive support to our Systems Engineers (SE) who are the go-to technical experts assisting the sales team in generating growth within Major Accounts.

This position will require a business savvy individual with a strong background in security platform, application architecture, and sales coupled with a successful track record in team management.

We expect office-based employees to be in the office four days per week, with one day working from where they choose. We believe being together facilitates casual conversations and those magic moments where we can work on issues and ideas informally. These moments build capability and deepen trusted relationships and allow our people to feel safe in taking risks and being disruptive. Like so many companies, we are working through the details and things could change …. but in general if a role is deemed office-based we want our teams to be together four days per week.

Your Impact

Partner with the Regional Vice President of Sales to drive enterprise-wide sales-related initiatives within our Major Accounts

Oversee technical pre-sales operations and achieve revenue generation, individual, team, and organizational quotas

Interact at a senior level with customers and partners and provide valuable insight into industry trends, customer challenges, technical evolutions, and business changes that will help the customer make their security decisions

Understand and articulate the key technical, operational, and commercial challenges faced by our prospects and customers that the Palo Alto Networks solution addresses

Ensure effective account planning is being executed across the teams to deliver compelling business-focused solutions that address customers' security needs

Develop and own outcome-oriented Systems Engineering initiatives that drive pipeline and sales with your AVP, RVPs, Systems Engineering Managers (SEMs) and SEs to drive greater efficiencies and success within the Area

Develop and maintain strong relationships with Palo Alto Networks’ partners (reseller, distribution, system integrators, and alliances) and drive and measure initiatives to improve sales productivity through partner leverage

Lead portfolio expansion initiatives, with factual results upselling subscriptions and strategic solutions

Ensure the teams develop deep ongoing relationships across their accounts to drive adoption and growth across the portfolio after the initial sale

Metric-based results should be evident across all areas of focus

Report and make visible the successes and deficiencies of the initiatives within your area

Pristine personnel management – including demonstrated development plans and execution, reduced attrition results and initiatives, a clear history of promotions and success, etc.

Provide account support through SE assignments, load balancing, continuity, strategic planning with Sales management, Sales Reps, and SEs, and customer meetings including sales calls, relationship building, and problem resolution

Operate effectively in a matrix manner with extended teams, such as Support, Finance, WW SE, HR, Product Management, and other relevant organizations

Act as an escalation point for pre-sales and post-sales technical issues that arise in the territory

Develop, mentor, manage, and support reporting sales engineers with technical and organizational leadership

Manage successful evaluations and timely return of evaluation equipment

Qualifications

Your Experience

A minimum combination of 8 years of first and/or second line, Systems Engineering management experience preferred

Reputation with the customers and partners in the Area as a trusted advisor who will always take care of their needs

Possess a combination of management, technical and business skills - A challenger sales mentality and a fast-growing mindset are a must

Industry knowledge of security product market trends and directional awareness of Palo Alto Network’s roadmap and technology development efforts

Knowledge of how to deliver comprehensive security solutions to PAN’s customer base, and maintains a general understanding of competitive selling strategies

Demonstrated experience in working directly with customers at senior levels within an organization, as well as working with industry partners and alliances

Possess the intellect and the executive presence to become a true business partner across functions

50% Travel

An articulate, social individual that can translate a highly technical solution in simple business terms and develop relationships with decision-makers

Highly commercial in orientation, with a strong focus on the customer and a clear commitment to generating topline growth

Leading by example, this individual, when necessary, will not hesitate to get into the details of the business

Highly autonomous individual that can lead a cross-functional project from the ground up and make things happen

Decisive leader with a passion for the business and a real sense of urgency

Strategic thinking - To plan and build and other sales and marketing leaders - There will also be a close collaboration with the product team

Additional Information

The Team

As part of our Systems Engineering team, you’ll support the sales team with technical expertise and guidance when establishing trust with key clients. You won’t find someone at Palo Alto Networks that isn’t committed to your success – with everyone pitching in to assist when it comes to solutions selling, learning, and development. As a member of our systems engineering team, you are motivated by a solutions-focused sales environment and find fulfillment in working with clients to resolve complex cyber threats.

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 [email protected].

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.

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 between $265,500/yr to $365,100/yr. The offered compensation may also include restricted stock units and a bonus. A description of our employee benefits may be found here.

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