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Job Summary

• As a Channel Systems Engineer for Sub-Saharan Africa, you will act as a strategic technical partner to a diverse ecosystem of channel partners, including GSIs, VARs, and Service Providers. You will drive technical enablement and alignment, ensuring partners are equipped to effectively position and deploy Palo Alto Networks' cutting-edge cybersecurity solutions. By fostering collaborative relationships, you will solve complex technical challenges and accelerate mutual business growth across the region. Your expertise will be pivotal in expanding our footprint and securing the digital future of our shared customers.

Key Responsibilities

• Collaborate proactively with GSI, VAR, and SP partners to align technical strategies and drive sales growth in Sub-Saharan Africa.
• Execute technical enablement workshops and training to ensure partners are proficient in articulating the value of our cybersecurity portfolio.
• Simplify complex technical concepts and security architectures to facilitate effective solution selling by partners.
• Drive results by supporting partners in the delivery of successful Proof of Concepts (POCs) and technical demonstrations.
• Challenge curiousty and positively by identifying innovative ways to enhance partner technical capabilities and market reach.
• Serve as a trusted technical advisor, ensuring partners have the guidance needed to resolve customer security challenges.
• Empower partners to independently identify and close opportunities by building their technical confidence and competence.

Qualifications

Required Qualifications

• Bachelor's degree in Computer Science, Engineering, or a related technical field, or equivalent practical experience.
• Minimum of 5 years of experience in systems engineering, pre-sales, or technical channel management.
• Proven experience working with channel partners (GSI, VAR, SP) within the Sub-Saharan Africa market.
• Strong technical understanding of cybersecurity landscapes, including network security, cloud security, and endpoint protection.

Preferred Qualifications

• Industry certifications such as PCNSE, CISSP, or CCIE.
• Experience with major cloud platforms (AWS, Azure, GCP) and virtualization technologies.
• Demonstrated ability to present complex technical topics effectively to diverse audiences.
• Fluency in additional languages relevant to the Sub-Saharan Africa region.

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Your Career

• The Major Account Manager partners with our public sector customers to secure their entire digital experience. You’re motivated by the desire to solve critical challenges facing our customer’s secure environment, so you’re prepared to connect them with a solution for every stage of threat prevention.  This role is a significant driver of company revenue and growth. As an experienced and dynamic sales professional, you’re responsible for leading and driving sales engagements. 
• Palo Alto Networks is leading the charge in platformization, offering best-in-breed solutions that enable customers to build a truly zero-trust security architecture and navigate critical transformations. To ensure our sales team is equipped to guide customers, we've developed FLIGHT, an immersive onboarding program. Flight blends virtual and in-person learning at our headquarters, where new sales hires will participate in dynamic cohorts, fully dedicated to their training without customer distractions. This focused approach ensures they emerge as well-prepared sales professionals, ready to help customers leverage our comprehensive portfolio.

Your Impact

• As a Major Account Manager,  you will drive and orchestrate large complex sales cycles and work with our internal partners and teams to best serve the customer
• Your consultative selling experience will identify business challenges and create solutions for prospects and our customers
• Understand the competitive landscape and customer needs so you can effectively position the portfolio of Palo Alto Networks solutions
• Create clear goals and complete accurate forecasting through developing a detailed territory plan
• Leverage prospect stories to create a compelling value proposition with insights into value for that specific account
• Stay updated on industry news and trends, and how they affect Palo Alto Networks products and services
• Travel as necessary within your territory, and to company-wide meetings

Qualifications

Your Experience

• Experience and knowledge of SaaS-based architectures, ideally in a networking and/or security industry
• Demonstrated experience selling complex solutions, value selling, and/or consultative sales techniques
• Technical aptitude for understanding how technology products and solutions solve business problems
• Identifies problems, reviews data, determines the root causes, and provides scalable solutions
• Cultivate relationships with our channel partners to bring channel-centric go-to-market approach for our customers
• Demonstrates in depth knowledge of the full sales cycle and the ability to follow a structured sales process
• Ability to take a holistic approach to problem solving by understanding the bigger picture, and considering complex interrelationships and outcomes
• Excellent time management skills, and work with high levels of autonomy and self-direction