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Manager, Americas Consulting Engineering - Security

Company: Palo Alto Networks Inc.
Location: Santa Clara
Posted on: June 12, 2021

Job Description:

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. We are a company built on the foundation of challenging and disrupting the way things are done, and we are looking for innovators who are as committed to shaping the future of cybersecurity as we are.

Job Description

The Americas Consulting Engineering Manager (CEM) reports to the Head of Consulting Engineering and Architecture for the Americas and will lead a division of our team of Consulting Engineers (CE) who are subject matter experts supporting our field Sales teams for the Americas in areas that require deep technical expertise with a focus on large customer and prospect engagement.

The selected candidate will have the responsibility of leading a portion of the Americas Consulting Engineering organization to achieve increased revenue generation and win rates when supporting our field sales team's individual, team, and organizational quotas through direct customer engagement and education of the Sales Engineering organization.

It is expected that the CEM can interact at a senior level internally and with prospects, customers, and partners providing valuable insight into industry trends, customer challenges, technical evolutions, and business changes that will help our prospects and customers make their security decisions.

The CEM manages the hiring and justification for the CE teams and has responsibility for managing expense priorities for the team. Just like the rest of the Field Engineering team, this is a virtual position that will require a business savvy individual with a strong background in security platforms, application architectures, public and private clouds, and sales coupled with a successful track record in team management. The ability to engage, collaborate, and drive initiatives with multiple stakeholders including Sales Engineering, Sales, Strategic Sales, Product Management, and Global Consulting Engineering is critical to the success of the team.


Report and make visible the successes and deficiencies of the CE organization. Metric-based results from the CE's engagement and efforts should be evident across all areas of focus.

Ensure that you, and your CE team:

  • Provide meaningful contribution to sales pursuits through deep technical investment, ownership, architectural and evaluation support of specific must win opportunities within defined technology specialties

  • Ensure and measure the continued upskilling of the Field Engineering organization through the production, distribution, and delivery of relevant technical content and training within defined technology specialties

  • Anticipate, define, and justify areas of technical specialties required to increase the productivity and win rates of the field organization in their sales pursuits

  • Manage the engagement and load balancing of CEs across the Americas

  • Understand and articulate the key technical, operational, and commercial challenges faced by our prospects and customers that the Palo Alto Networks solution addresses, and the ability to clearly articulate that message in a variety of ways

  • Justify, recruit, hire, develop, and retain top Consulting Engineering talent

  • Develop, mentor, manage and support reporting Consulting Engineers with technical and organizational leadership.

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

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

  • HR responsibility for Consulting Engineers in the regions (expenses, reviews, etc.)

  • Direct account engagement and customer relationships are a critical part of this role


  • BS CS/EE or related (or equivalent work experience)
  • Minimum of 5 years management experience, second line and technical specialist management experience is preferred
  • Demonstrated combination of management, technical and business skills.
  • Highly commercial in orientation, with a strong focus on the customer and a clear commitment to generating topline growth
  • In-depth knowledge of competitive security products and adjacent technologies (switching, routing, Active Directory, public and private cloud, data center architecture, end point, etc.)
  • Industry knowledge of security product market trends with the understanding of how to deliver comprehensive security solutions inclusive of firewalls, intrusion prevention, malware detection, endpoint protection, SaaS protection, behavior analytics, etc. to the Palo Alto Networks customer base
  • 50-75% travel as required.
  • Excellent communication (written and verbal) and presentation skills - Comfortable presenting to both internal and external executive audiences. Keynote speaking references a plus.
  • Leading by example, this individual, when necessary, will not hesitate to get into the details of the business
  • Exhibits extreme ownership - Highly autonomous individual that can lead a cross functional project from ground up and make things happen.
  • Decisive leader with a passion for the business and a real sense of urgency.
  • Strategic - This individual must be a forward thinker who is extremely focused and capable of creating an evolving strategy to meet and anticipate both near and long-term development issues.
  • Impeccable character and high ethical standards.
  • Previous experience in managing a highly technical and diverse group of engineers is a plus.

Additional Information

The Team

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 incredible complex cyberthreats.

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

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.

Keywords: Palo Alto Networks Inc., Santa Clara , Manager, Americas Consulting Engineering - Security, Other , Santa Clara, California

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