Senior Systems Engineering Manager- LATAM- Could be based throughout LATAM or South Florida

Senior Systems Engineering Manager, LATAM

 

Palo Alto Networks is the fastest-growing security company in history and a four-time Gartner Magic Quadrant leader for our innovation and ability to execute. Named best place to work by the Silicon Valley Business Journal, we offer the chance to be part of an important mission: ending breaches and protecting our way of digital life. If you are a motivated, intelligent, creative, and hardworking individual, then this job may be for you! 

The Palo Alto Networks Senior Systems Engineering Manager, LATAM will operate as the technical leader for the Latin Americas Systems Engineering team, will have both Systems Engineers and Systems Engineering Managers as direct reports, and will report to the Vice President of Systems Engineering for the Americas.  The SSEM will have dotted line responsibility to, and tight alignment with, the Regional Sales VP.

Responsibilities:

  • Region
    • Lead from the front – hands-on approach ensuring the success of the SEs, SEMs, Partners, and accounts within the region with a focus on direct customer engagement.
    • Recruit and retain exceptional SEs
    • Partner with the District Sales Manager and Regional Vice President on all District, Territory, Account and Opportunity planning activities
    • Train and mentor new SEs and SEMs quickly enabling them to win and expand Palo Alto Networks business
    • Collaborate and align internal resources to aid SE and Sales team planning and sales success.
    • Own plans, proposals, and projects to drive greater efficiencies and success within the region and district
    • Report / make visible the success and deficiencies of your region and district
      • Share successes
      • Develop plans to improve deficiencies
    • Ensure that you, your SEMs, and your SE team
      • Plan, architect, and document compelling technical and business-focused solutions and strategies which drive adoption and growth after the initial sale (land and expand)
      • Understand and articulate the key technical, operational, and commercial challenges faced by our prospects and customers that the Palo Alto Networks solution addresses
      • Build and maintain relationships with key customers in the territory to solidify reference accounts and to assist the account teams with defining plans to drive more business
      • Develop and maintain strong technical relationships with Palo Alto Network’s partners – identify key individuals at the partners within your region and ensure their success
    • Ensure that Partner SEs are trained in the technical operation and business value of the Palo Alto Networks platform, can architect Palo Alto Networks solutions to meet customer requirement, and can support Palo Alto Networks evaluations
    • Act as a thought leader for the district by staying up to date on the security landscape, competition, products, and industry
    • Act as an escalation point for pre- and post-sales technical issues within the District
    • Support SEs in complex evaluations, troubleshooting and challenging customer environments
    • Ensure evaluations are successfully managed across the District and the timely return of evaluation equipment
    • Manage HR activities for SEs and SEMs (expenses, reviews, etc.)

 

  • Region
    • Share and define best practices within the North American SE team including:
      • Success stories
      • Successful technical selling approaches
      • Sales motions
      • Partner success stories and approaches
      • Proposals and architectures
      • POC processes
      • Hiring process
      • Training process
      • com reporting and tracking
    • Own plans and projects to drive greater efficiencies and success within the region and district

 

Requirements:

  • BS CS/EE or related (or equivalent work experience)
  • 3+ Years’ experience as a pre-sales SEM, or 6+ years as a Sr SEM or Consulting Engineering
  • Prior experience in territory. This would include existing relationships with the customer base and partners.
  • Industry knowledge of security product market trends and directional awareness of Palo Alto Network’s roadmap and technology development efforts.
  • The role calls for in-depth knowledge of competitive security products.
  • Knowledge of how to deliver comprehensive security solutions to PAN’s customer base, and maintains a general understanding of competitive selling strategies.
  • 50-75% Travel within region.
  • Strong communication (written and verbal) and presentation skills
  • "Whatever it takes" attitude and motivation to do whatever necessary to assist in closing a deal.

Learn more about Palo Alto Networks here and check out our fast facts.


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