Leader, MSP Architecture - Global Service Provider
This role can be located in the following places:
Toronto, ON, Canada
Raleigh, North Carolina
Santa Clara, CA
At 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.
We’re changing the nature of work. Palo Alto Networks is evolving to meet the needs of our employees now and in the future through FLEXWORK, our approach to how we work. From benefits to learning, location to leadership, we’ve rethought and recreated every aspect of the employee experience at Palo Alto Networks. And because it FLEXes around each individual employee based on their individual choices, employees are empowered to push boundaries and help us all evolve, together.
As the Leader of MSP Architecture for Global Service Provider, you will be responsible for leading a global team focused on training and enabling our major strategic MSSP to consume our technologies and create managed services based on our 4 key technological pillars: SASE / MDR / MultiCloud Security / SOAR. Mobility (5G/IOT) will become our 5th pillar within a year. You raise the bar, providing the guidance and tools your team will need to continue to perform and excel within their positions. You’ll partner closely with your team to find opportunities for training, product development feedback, and changes to our sales approach. You enjoy developing highly skilled talent, committing your time to enable their success and accomplishments.
Your team will support MSSPs to position, sell and compete using the Palo Alto Networks Next-Generation Security Platform & technology solutions. You will develop deep relationships with MSSP Field and exec teams to create and expand Palo Alto Networks' mindshare. You will influence, encourage and urge an MSSP to propose Palo Alto Networks solutions for all related service opportunities within their customer base and be responsible for their technical execution. Your guidance, expertise, and mentorship of your team of SEs will keep them ahead of the latest cyberthreats and stay on the leading edge of prevention and detection.
You will be responsible for technically supporting our MSSP strategy and drivingpartners such as GSI or SP to build best of breed services requiring you to have prior experience selling and deploying network infrastructure-based security appliances including but not limited to: Firewalls, SSL/IPSec VPNs, Security Proxies. It is mandatory to have SASE (SecAAS, SDWAN, DLP, CASB) and Cloud experience (AWS, Azure, Google Cloud). Knowledge of advanced endpoint security technologies and automation is a strong benefit. You also have practical experience working with routing and switching products that will be installed adjacent to the Palo Alto Networks appliances. Experience in building MSSP solutions would be beneficial. 5G/IOT knowledge is a plus.
Be a Palo Alto Networks technical evangelist: deep understanding of both security and networking fundamentals
Coach SEs on your team to engage with customer contacts on value driven relationships
Solid understanding of MSSP business dynamics
Forge meaningful relationships with MSSP technical sales influencers with an ongoing, persistent dialog to build vendor preference for Palo Alto Networks
Identify and build the Palo Alto Networks proposition for MSSP Partners to onboard and build services based on Palo Alto Networks
Deliver company positioning and messaging for our SP Solutions to customers, partners, and external audiences
Deliver highly technical, strategic content to external audiences to help educate and empower our clients, partners, and employees
Recruit and hire new Systems Engineers into the territory
Onboarding, training, and mentoring your new and established team members to maintain a high level of technical capability and independence
Influence sales process by partnering with clients and prospective customers to implement best practices within their digital environments
Support field SE team in complex POCs, troubleshooting, and challenges found in customer environments
Assist with defining periodic SE training curriculum
Foster channel partner relationships with their technical teams
Provide technical leadership in customer interactions to include sharing SP Security trends and standard methodologies being employed by other customers to actively be part of the selling process—have a unique value with the customers in your district
Direct account engagement and customer relationships are a critical part of this role
Leverage client and SE feedback to provide meaningful details around our service and product offerings to the appropriate internal departments for improvements
Travel of up to 50%
Experience as a pre-sales SEM or Consulting Engineering
Past Systems Engineering Management experience with teams responsible for Tier 1 Service Providers
Excellent presentation skills in front of all levels of the MSSP Sales and Technical Sales organization
Comfortable with creating technical content and delivery via a variety of methods – whiteboard, webinars, recorded videos, blog posts, etc
Ability to influence others to achieve results
Ability to work independently and proactively
Exceptional written and verbal communication
Strong problem solving skills, ability to analyze complex problems and use a systematic approach to gain quick resolution, even under duress
BSCS or equivalent and 6+ years of experience as a SE working with Service Providers
Solid understanding of security and networking solutions in multi-tenant environments to include the operational design of IDS/IPS, NGFW, SD-WAN, Routing with IPSEC overlays and failover, endpoint protection, and SIEM.
Demonstrable experience with one of the major cloud providers (AWS, Azure, GCP, Alibaba)
Experience designing, demonstrating, installing and troubleshooting network infrastructure and security services/products
Proficiency with scripting and programming languages related to API integration and service automation.
Experience with L2-L4 Networking (L2 Switching, IP routing w/ BGP, L4 Load balancing)
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 engineer team, you are driven 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 email@example.com.
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.
Disclosure required by sb19-085 (8-5-20) of the minimum compensation (includes on-target earnings = base + on target incentives for sales roles) for this role to be located in the state of Colorado. If hired in Colorado, this position starts at $135,000/yr. Depending on the position offered, restricted stock units and incentive or bonus pay may be provided as part of this compensation package. Additional benefits may be found here.