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Technical Engagement Manager, Cloud Service Providers (Microsoft)

Company: Palo Alto Networks
Location: Santa Clara
Posted on: January 9, 2021

Job Description:

Company DescriptionOur MissionAt Palo Alto Networks-- everything starts and ends with our mission:Being the cybersecurity partner of choice, protecting our digital way of life.We have the vision of a world where each day is safer and more secure than the one before. These aren't easy goals to accomplish - but we're not here for easy. We're here for better. 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.Job DescriptionYour CareerThe Technical Engagement Manager (TEM) is a global role, with a particular focus on Microsoft as a CSP (cloud service provider). This position is responsible for providing technical leadership and strategy for the CSP engagement - you are the CTO of this alliance. You will be the expert on our technology/solutions with our CSP partners. You will help navigate current and future security offerings/architectures from Microsoft (not just Azure), and provide prescriptive guidance to Palo Alto Networks' Product and Field teams on areas of collaboration and potential overlap.The TeamThe TEM will be part of the team that coordinates Palo Alto Networks GTM activities and will be a central conduit for engagement management between Palo Alto Network and Microsoft. The TEM is regarded as being highly strategic to the company and the Public Cloud initiative in regard to strategy, influence and execution. Reporting to the Sr. Director of Public Cloud Sales, the TEM will have several dotted line coordination requirements for consistent communication and engagement with Product Development/Marketing, Business Development, Channel, and Field sales. This position will be the knowledge expert on all aspects of the assigned CSP and will be asked to present at QBRs, executive meetings, trainings, and events.Your Impact

  • Understand the CSP's and PANW's security offerings at a deeper level, including the CSP's current and future roadmap of security offerings
  • Present to customers as the expert in your area at all levels in the customer hierarchy from technician to CIO/CISO
  • Converse at a C-level on industry trends and emerging changes to the cloud cybersecurity landscape that every customer must be aware of and planning to deal with
  • Direct discussions of competitive nature in the marketplace and position the best alternative
  • Lead demonstrations of product from beginning to end that showcase our unique value
  • In-person and remote interactions with customers must be equally persuasive
  • Create architectures that will enable PANW field teams, or customers, or the CSP to show the overlap/complementary nature of the PANW and CSP products/solutions.
  • Maintain existing and create new integrations with the CSP that don't require the product team's involvement
  • Achieve competencies with the CSPs to maintain and elevate our partnership to new levels.
  • Provide design consultation and best practice guidance for rollout, implementation, and policy conversion during the 'pre-sales' process for strategic opportunities
  • Engage in any critical biz development projects with CSP by being the technical expert/advisor
  • Work with Product Management, Technical Marketing, and R&D to create requirements and product features for our customers, and provide feedback from customers
  • Participate in customer-facing webinars to generate leads
  • Present product update/roadmaps and enhancement training to other SEs and CSP Engineers in the region or theater
  • Deliver demos for strategic prospects and current accounts in all facets of Palo Alto Networks offerings and integrations in CSP environments.
  • Train fellow teammates/colleagues as well as CSP Engineers and partners.
  • Provide advanced "CSP Engineer" training for updates in the Palo Alto Networks and CSP product suite
  • Install POC's and give customer presentationsQualificationsYour Experience
    • In-depth technical knowledge of public cloud, CSP offered services both from a technology and a business perspective
    • Demonstrated ability to sell, demonstrate, install and troubleshoot products
    • Can present and demonstrate at high-level and have a discussion of these environments
    • Ability to write code for integrations
    • Scripting capabilities in Azure as well as knowledge in Terraform and Python
    • Experience in basic L2-L4 Networking (L2 Switching architectures including Spanning Tree, IP routing including OSPF and BGP, L4 Load balancing)
    • Experience with cloud and security in cloud - IaaS, SaaS and PaaS products
    • BSCS or equivalent and 8+ years of experience as an SE
    • Demonstrated ability to work in a virtual and matrix environment
    • Proven ability to manage a myriad of different disciplines and tasks in a high pressure, time sensitive environment
    • 40%-50% travel with ability to travel internationally
    • Strong communication (written and verbal),presentation, and demonstration skills
    • "Self-Motivated" and "Whatever it takes" attitude and motivation to do whatever necessary to assist in winning business
    • Think on your feet to answer questions and respond with insight and poise that are relevantAdditional InformationOur CommitmentWe'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. To learn more about our dedication to inclusion and innovation, visit our Life at Palo Alto Networks page and our diversity website.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.Additionally, we are committed to providing reasonable accommodations for all qualified individuals with a disability. If you require assistance or an accommodation due to a disability or special need, please contact us at

Keywords: Palo Alto Networks, Santa Clara , Technical Engagement Manager, Cloud Service Providers (Microsoft), Executive , Santa Clara, California

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