MAJOR ACCOUNTS SYSTEMS ENGINEERING DIRECTOR, WEST REGION

The MAJOR ACCOUNTS SYSTEMS ENGINEERING DIRECTOR (SED) FOR THE WEST REGION reports to the Vice President of Systems Engineering for the Americas and will lead our team of Major Accounts Systems Engineers (SE) who are the go-to technical experts assisting the sales team in generating growth.

 

The elected candidate will have the responsibility to oversee technical pre-sales operations and achieve revenue generation, individual, team, and organizational quotas.  The SED will also play a key role in driving strategic, enterprise-wide sales related initiatives within our lines of business.  It is expected that the SED can interact at a senior level with customers and partners and provide valuable insight into industry trends, customer challenges, technical evolutions, and business changes that will help the customer make their security decisions.  The optimal SED already has a reputation with the customers and partners in the Area as a trusted advisor who will always take care of their needs.

 

The SED will lead a SE team of over 40 strong with four direct reports as a second line manager.  The SED manages the hiring for the SE teams within the district and has responsibility for managing expense priorities for the team.  Just like the rest of the SE team, this is a virtual position that will require a business savvy individual with a strong background in security platform, application architecture, and sales coupled with a successful track record in team management.

RESPONSIBILITIES:

• Report and make visible the successes and deficiencies of the initiatives within your area.

  • Metric-based results should be evident across all areas of focus.

• Develop and own outcome oriented Systems Engineering initiatives which drive pipeline and sales with your AVP, RVPs, Systems Engineering Managers (SEMs) and SEs to drive greater efficiencies and success within the Area. 

• Develop and maintain strong relationships with Palo Alto Networks’ partners (reseller, distribution, system integrators, and alliances) and drive and measure initiatives to improve sales productivity through partner leverage

Drive portfolio sales into the region’s account base and not just single products including:

• Selling strategic emerging solutions within a broader portfolio

• Leading portfolio expansion initiatives, with factual results upselling subscriptions and strategic solutions.

• Ensure that you, your SEMs, and your SE team:

  • Plan and architect compelling technical and business-focused solutions which drive adoption and growth after the initial sale and across the portfolio
  • 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 Networks’ partners (reseller, distribution, system integrators, and alliances) which improve sales productivity

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

Provide account support through SE assignments, load balancing, continuity, strategic planning with Sales management, Sales Reps and SEs, and customer meetings including sales calls, relationship building and problem resolution


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

Act as an escalation point for pre-sales and post sales technical issues that arise in the territory.

Develop, mentor, manage and support reporting sales engineers with technical and organizational leadership.

Manage successful evaluations and timely return of evaluation equipment

 

QUALIFICATIONS:

• A minimum combination of 5 years of first and second line, systems engineering management experience.

• Possesses a combination of management, technical and business skills.  A challenger sales mentality and a fast-growing mindset are a must. We will be looking especially for:

• Proven experience managing managers, not just individuals.

• Industry knowledge of security product market trends and directional awareness of Palo Alto Network’s roadmap and technology development efforts. Knowledge of how to deliver comprehensive security solutions to PAN’s customer base, and maintains a general understanding of competitive selling strategies.

• Comfortable presenting to both internal and external executive audiences.

• Demonstrated experience in working directly with customers at the C level of an organization, as well as working with industry partners and alliances

• Possess the intellect and the executive presence to become a true business partner across functions.

• 50-75% Travel.

• Sales Engineering Leadership: An articulate, social individual that can translate a highly technical solution in simple business terms and develop relationships with decision makers.

• Highly commercial in orientation, with a strong focus on the customer and a clear commitment to generating topline growth

• Leading by example, this individual, when necessary, will not hesitate getting into the details of the business

• Self-driven: 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 thinking: To plan and build and other sales and marketing leaders. There will also be a close collaboration with the product team.

• 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.

• Excellent communication skills. He/she are equally comfortable talking with investors, employees, executive management team, customers and the board with an ability to translate complex issues into easily understood terms.

• Impeccable character and high ethical standards.

• Absolute integrity, honesty, intensity and passion.

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