Systems Engineer - Enterprise Acquisition Sales ( Ohio )
Palo Alto Networks - Columbus, OH
posted 4 months ago
About the position
As a Systems Engineer of Enterprise Acquisition Sales at Palo Alto Networks, you will play a pivotal role in supporting an Account Manager or Sales Representative focused exclusively on acquiring new customers. Your primary responsibility will be to provide technical expertise and guidance throughout the customer's zero trust journey. This involves defining technical solutions that align with the customer's key business imperatives and establishing Palo Alto Networks as their preferred cybersecurity partner. You will be instrumental in evangelizing the company's industry leadership in on-prem, cloud, and security services, ensuring that customers recognize the value of partnering with Palo Alto Networks. In this role, curiosity is essential, as you will encounter complex problems that require innovative solutions. You will define your impact by meeting and exceeding sales quotas through the development and implementation of strategic technical account plans that target cross-platform solutions. Conducting thorough discovery sessions will allow you to understand and articulate the key technical, operational, and commercial imperatives of your prospects and customers. You will be responsible for planning and building compelling technical and business-focused solutions that drive adoption and growth across the portfolio after the initial sale. Your strong communication skills will be vital as you influence stakeholders through effective presentations, customer-specific demos, technical engagements, and workshops. You will orchestrate supporting resources to ensure a cohesive strategy and promote end-to-end solutions that include Palo Alto Networks and/or partner professional services, enabling customers to realize business value sooner. Additionally, you will need to understand the competitive landscape to effectively differentiate Palo Alto Networks' leadership in the market. Continuous self-investment in developing your technical and professional skills will be crucial, as you will actively participate within the Systems Engineering community and at industry events. This role is designed for individuals who are passionate about cybersecurity and eager to contribute to customer success while working in a collaborative environment.
Responsibilities
- Support an Account Manager/Sales Rep focused on new customer acquisition.
- Provide technical expertise and guidance in the customer's zero trust journey.
- Define technical solutions that secure a customer's key business imperatives.
- Meet and exceed sales quotas by building and implementing strategic technical account plans.
- Conduct discovery to understand and articulate key technical, operational, and commercial imperatives of prospects and customers.
- Plan and build compelling technical and business-focused solutions that drive adoption and growth.
- Demonstrate strong communication skills and influence through effective presentations and customer-specific demos.
- Orchestrate supporting resources to ensure a cohesive strategy.
- Promote end-to-end solutions that include PANW and/or partner professional services.
- Understand the competitive landscape and effectively differentiate our leadership.
- Continuously invest in personal development to enhance technical and professional skills.
Requirements
- Deep technical understanding of data networking.
- Experience delivering cybersecurity solutions that solve technical challenges.
- Ability to influence and gain buy-in from key stakeholders in customer-facing or internal roles.
- Experience creating and delivering technical presentations, workshops, or technical validation engagements.
- Prior experience in a pre-sales role is ideal.
- Experience as a quota carrying sales engineer with SaaS/SASE/cloud/managed/on-prem offerings is highly preferred.
- Ability to partner with Customer Support functions for successful implementation and adoption of sold solutions.
- Experience with complex sales involving long sales processes and multiple buying centers is highly preferred.
Nice-to-haves
- Experience in a pre-sales role is ideal.
- Familiarity with SaaS/SASE/cloud/managed/on-prem offerings is highly preferred.
Benefits
- Competitive salary and commission structure.
- Restricted stock units and bonuses.
- Flexible work arrangements.
- Personalized well-being support.
- Growth and development opportunities.
