The Palo Alto Networks Federal Systems Engineering Manager is a technical leader for the Federal System Integrator (FSI) district team.The Systems Engineers and Solution Architects within the FSI district will report directly to the SEM and the SEM reports directly to a Federal Systems Engineering Director. The SEM will partner with and manage the technical sales efforts for the FSI District Sales Manager.The SEM will have leadership responsibility for the Systems Engineers and Solution Architects within the district and will also have direct customer interaction as the technical leader for the FSI district.
Recruit and hire new Systems Engineers into the FSI territory.
Responsible for training and mentoring Systems Engineers (SE) and Solution Architects (SA) on the team.
HR responsibility for SEs and SAs in the territory (expenses, reviews, etc)
Support the team in complex evaluations, troubleshooting and challenging customer environments.
Lead executive customer engagements and delegate technical support where needed
Establish training and enablement programs for partners and customers
Provide technical leadership in customer interactions to include sharing security trends and best practices being employed by other customers to actively be part of the selling process—have a unique value with the customers in your district.
Fill in for existing team members if there is a resource conflict, or vacation coverage challenge.
Provide an escalation point for pre-sales and post sales technical issues that arise in the territory.
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.
Direct account engagement and customer relationships are a critical part of this role
Participate in Federal GTM strategy and planning
Partner with internal marketing teams to produce technical thought leadership pieces
Working knowledge of Federal government acquisition processes
Active security clearance (minimum Secret)
Experience leading a dynamic technical pre-sales team
Industry knowledge of security product market trends and directional awareness of Palo Alto Network’s roadmap and technology development efforts.
Demonstrated solution selling skills
The role calls for in-depth knowledge of competitive security products and solutions
Experience working with FSI community
Strong communication and presentation skills
"Whatever it takes" attitude and motivation to do whatever necessary to assist in closing a deal.
50-75% Travel within the region.