Channel Solution Consultant 2

Palo Alto Networks; Toronto; On-site; CAD 90,000 - 130,000; Full time

Job summary

Palo Alto Networks seeks a Channel Systems Engineer to join the sales team and build solutions with partners, enable the partner’s services practice, and strengthen the relationship between the partner and Palo Alto Networks. You will demo, train, enable, and communicate with partner teams to drive joint success.

You will travel and manage the technical relationship with channel partners, delivering content and coordinating with partner SEs and Palo Alto Networks field SCs to ensure alignment

Qualifications

• Strong understanding of the partner community in Canada, technology trends, and competitive landscape.
• Strong communication and listening skills, including effective delivery of presentations.
• Ability to write and speak clearly, and structure information logically.
• Ability to ask questions to clarify situations before acting.

Responsibilities

• Build solutions and enable the partner, working with the partner to build a strong services practice.
• Align and build relationships between the partner and Palo Alto Networks, and demonstrate joint value through Resell, Professional Services and Managed Services.
• Travel and own the technical relationship with channel partners, including demos, training, enablement, and ongoing engagement via onsite, online, and phone.
• Coordinate recruitment, enablement, training and communication objectives aligned with company goals.
• Support pre-sales activities with partner SEs and CBM/regional sales teams.
• Develop and communicate the business value of the partnership to partner stakeholders.

Skills

Communication skills

Presentation skills

Written English

Clarifying questions

Job description

Our Mission

At Palo Alto Networks®, we're united by a shared mission—to protect our digital way of life. We thrive at the intersection of innovation and impact, solving real-world problems with cutting-edge technology and bold thinking. Here, everyone has a voice, and every idea counts. If you're ready to do the most meaningful work of your career alongside people who are just as passionate as you are, you're in the right place.

Who We Are

In order to be the cybersecurity partner of choice, we must trailblaze the path and shape the future of our industry. This is something our employees work at each day and is defined by our values: Disruption, Collaboration, Execution, Integrity, and Inclusion. We weave AI into the fabric of everything we do and use it to augment the impact every individual can have. If you are passionate about solving real-world problems and ideating beside the best and the brightest, we invite you to join us! We believe collaboration thrives in person. That's why most of our teams work from the office full time, with flexibility when it's needed. This model supports real-time problem-solving, stronger relationships, and the kind of precision that drives great outcomes.

Job Summary

• Job Description

Your Career

As a Palo Alto Networks Channel Systems Engineer, you are a critical part of the sales team; it is your responsibility to build solutions and enable the partner, work with the partner to build a strong services practice, align and build relationships between the partner and Palo Alto Networks, and finally build joint value by demonstrating the partner’s strengths, focused around Resell, Professional Services and Managed Services. You will represent the company as a technical advisor tasked with building excitement and support for the company with the partner’s sales and technical teams. You will travel and take ownership of the technical relationship with our channel partners to demo, train, enable, communicate with and continually engage technical partner team members by dedicatedly managing and delivering technical content and establishing relationships either onsite, online, and via telephone. You will have specific recruitment, enablement, training and communication objectives aligned with the objectives of the company.

Your Impact

• Ability to align partner needs and strategy with the value of Palo Alto Networks
• Provide product demos on all aspects of the Palo Alto Networks Platform
• Provide technical enablement and training to strategic/national partners
• Strategically position Palo Alto Networks with other technologies sold by partners
• Participate in partner business planning activities by supporting the development and execution of the partner technical business plan
• Facilitate the planning and preparation of partner Sales Engineers (SEs) in achieving Palo Alto Networks and industry certifications
• Oversee partner pre-sales activities, including competitive analysis, test plans, demos, proofs of concept, and RFPs
• Cross-communicate Palo Alto Networks and partner value propositions, especially between partner SEs and Palo Alto Networks field Solution Consultants (SCs)
• Understand and effectively present the Palo Alto Networks’ security platform
• Create, execute, and review a technical readiness plan with the CBM/regional sales team, including measurable achievements to track progress
• Provide localized technical training to partner’s pre-sales and post-sales technical resources
• Support product/service training of the partner sales teams
• Educate and promote the use of Palo Alto Networks support model and effective use of available resources
• Collaborate with the CBM/regional sales team on the development and management of the channel partner business plan and mutual action plans
• Understand and communicate the business advantages of a partnership with Palo Alto Networks
• Develop a strong understanding of Palo Alto Networks’ channel partner objectives

Qualifications

Your Experience

• Strong understanding of the partner community in Canada, technology trends, and competitive landscape
• Strong communication and listening skills, including effective delivery of presentations
• Ability to write and speak clearly and precisely, and structure information logically for digestion
• Ability to ask questions to clarify situations before acting or making decisions