Channel SE

Our Mission

At Palo Alto Networks®, we’re united by a shared mission—to protect our digital way of life. We thrive at the intersection of innovation and impact, solving real-world problems with cutting-edge technology and bold thinking. Here, everyone has a voice, and every idea counts. If you’re ready to do the most meaningful work of your career alongside people who are just as passionate as you are, you’re in the right place.

Who We Are

In order to be the cybersecurity partner of choice, we must trailblaze the path and shape the future of our industry. This is something our employees work at each day and is defined by our values: Disruption, Collaboration, Execution, Integrity, and Inclusion. We weave AI into the fabric of everything we do and use it to augment the impact every individual can have. If you are passionate about solving real-world problems and ideating beside the best and the brightest, we invite you to join us!

This role is remote, but distance is no barrier to impact. Our hybrid teams collaborate across geographies to solve big problems, stay close to our customers, and grow together. You will be part of a culture that values trust, accountability, and shared success where your work truly matters.

Job Summary

Job Summary

• Serve as the primary technical leader for channel partners within the assigned region

• Collaborate with focus partners in the territory to develop comprehensive business plans that align to strategic objectives

• Provide technical pre-sales support to partners, including product presentations, demonstrations and solution architecture design. 

• Collaborate with your sales peers to identify opportunities for new partnerships and expand existing ones

• Plan and drive detailed technical training sessions for partners, ensuring they are proficient in the company’s products, solutions, and integration processes

• Support channel partners with technical issues during and after product implementation, acting as a liaison between them and the company's technical support teams

• Applies Business and Technical Acumen to design and deliver customized solutions based on partner and customer needs, ensuring alignment with company standards and best practices

• Stay updated on product roadmaps, new technologies, and industry trends to better assist partners in growing their business

• Assist in the development and deployment of channel enablement materials, such as technical guides, manuals, and webinars

• Collaborate with the product management and development teams to provide feedback on product improvements based on partner and customer feedback

• Drives results by maintaining detailed records of partner interactions, sales pipeline, and technical support provided, reporting progress to management regularly

Qualifications

Required

• 5+ years of experience in Partner Solution Consulting, pre-sales engineering, or a similar technical role within the technology industry

• Skilled in at least one of the following Networking, Network Security, Cybersecurity, Private/Public Cloud Security, SOC/Endpoint or SASE.

• Prior experience working with channel is required. Strong understanding of channel sales models and experience working with resellers, distributors, and other channel partners

• Previous experience selling, implementing, or managing SaaS offerings is strongly preferred

• Experience in complex sales involving long sales processes with multiple buying centers and multi-product solutions is preferred. 

• Prior experience architecting cybersecurity solutions that solve technical challenges and influence business initiatives is preferred. 

•  Experience influencing and gaining buy-in from key stakeholders, either in a customer-facing or internal role

• Excellent communication skills, both verbal and written, with the ability to present complex technical information to non-technical audiences  

• Hands-on experience with product installations, configurations, and troubleshooting

• Ability to work independently and as part of a cross-functional team, managing multiple projects in a fast-paced environment

• Strong problem-solving skills and a proactive attitude towards resolving issues. 

• Willingness to travel within the assigned region to support partners and attend events as necessary

• Proven track record of influencing key stakeholders and gaining buy-in for technical solutions

• Proficient in English

Preferred

• Bachelor’s degree in Computer Science, Engineering, Information Technology, or a related field or equivalent military experience.

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  accommodations@paloaltonetworks.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.

Is role eligible for Immigration Sponsorship? No. Please note that we will not sponsor applicants for work visas for this position.