Director Systems Engineering - US Education

Our MissionAt 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 arent easy goals to accomplish but were not here for easy. Were here for better. We are a company built on the foundation of challenging and disrupting the way things are done, and were looking for innovators who are as committed to shaping the future of cybersecurity as we are. Were 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, weve 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.Your CareerThe Systems Engineering Director (SED), will lead our team of Systems Engineering Managers and in turn drive support to our Systems Engineers (SE) who are the go-to technical experts assisting the sales team in generating growth within the Education sector ( Higher Education and K-12).This position 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.Your ImpactPartner with the Regional Vice President of Sales to drive enterprise-wide sales-related initiatives within our education accountsOversee technical pre-sales operations and achieve revenue generation, individual, team, and organizational quotasInteract 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 decisionsUnderstand and articulate the key technical, operational, and commercial challenges faced by our prospects and customers that the Palo Alto Networks solution addressesEnsure effective account planning is being executed across the teams to deliver compelling business-focused solutions that address customers'' security needs.Develop and own outcome-oriented Systems Engineering initiatives that drive pipeline and sales with your AVP, RVPs, Systems Engineering Managers (SEMs) and SEs to drive greater efficiencies and success within the AreaDevelop 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 leverageLead portfolio expansion initiatives, with factual results upselling subscriptions and strategic solutionsEnsure the teams develop deep ongoing relationships across their accounts to drive adoption and growth across the portfolio after the initial saleMetric-based results should be evident across all areas of focusReport and make visible the successes and deficiencies of the initiatives within your areaPristine 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 resolutionOperate 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 Your ExperienceA minimum combination of 8 years of first and/or second line, Systems Engineering management experience preferred. Prior experience success work directly with the Education sector desiredReputation with the customers and partners in the Area as a trusted advisor who will always take care of their needsPossess a combination of management, technical and business skills. A challenger sales mentality and a fast-growing mindset are a mustIndustry knowledge of security product market trends and directional awareness of Palo Alto Networks roadmap and technology development effortsKnowledge of how to deliver comprehensive security solutions to PANs customer base, and maintains a general understanding of competitive selling strategiesDemonstrated experience in working directly with customers at senior levels within an organization, as well as working with industry partners and alliancesPossess the intellect and the executive presence to become a true business partner across functions50-75% TravelAn articulate, social individual that can translate a highly technical solution in simple business terms and develop relationships with decision-makersHighly commercial in orientation, with a strong focus on the customer and a clear commitment to generating topline growthLeading by example, this individual, when necessary, will not hesitate to get into the details of the businessHighly autonomous individual that can lead a cross-functional project from the ground up and make things happenDecisive leader with a passion for the business and a real sense of urgencyStrategic thinking: To plan and build and other sales and marketing leaders. There will also be a close collaboration with the product teamThe TeamAs part of our Systems Engineering team, youll support the sales team with technical expertise and guidance when establishing trust with key clients. You wont find someone at Palo Alto Networks that isnt 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 engineering team, you are motivated by a solutions-focused sales environment and find fulfillment in working with clients to resolve complex cyber threats.Our CommitmentWere trailblazers that dream big, take risks, and challenge cybersecuritys status quo. Its simple: we cant 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 [Click Here to Email Your Resumé].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.''The compensation offered for this position will depend on qualifications, experience, and work location. For candidates who receive an offer, the starting salary (includes on-target earnings = base + on target incentives for sales roles) is expected to be between $257,400 - $321,700. The offered compensation may also include restricted stock units and a bonus. A description of our employee benefits may be found here (.''Covid-19 Vaccination Information for Palo Alto Networks JobsVaccine requirements and disclosure obligations vary by country.Unless applicable law requires otherwise, you must be vaccinated for COVID or qualify for a reasonable accommodation if:The job requires accessing a company worksiteThe job requires in-person customer contact and the customer has implemented such requirementsYou choose to access a Palo Alto Networks worksiteIf you have questions about the vaccine requirements of this particular position based on your location or job requirements, please inquire with the recruiter.

Created: 2025-11-15