Manager, Americas Consulting Engineering - Security
Company: Palo Alto Networks Inc.
Location: Santa Clara
Posted on: June 12, 2021
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.
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
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
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
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
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
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
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
- 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
- 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
- Impeccable character and high ethical standards.
- Previous experience in managing a highly technical and diverse
group of engineers is a plus.
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.
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 firstname.lastname@example.org.
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
Keywords: Palo Alto Networks Inc., Santa Clara , Manager, Americas Consulting Engineering - Security, Other , Santa Clara, California
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