Palo Alto Networks Systems Engineer Manager - Major Accounts - Eastern Canada in Toronto, Ontario

Palo Alto Networks® is the fastest-growing security company in history. We offer the chance to be part of an important mission: ending breaches and protecting our way of digital life. If you are a motivated, intelligent, creative, and hardworking individual, then this job is for you!

The Palo Alto Networks Systems Engineering Manager acts as a technical leader for the district Systems Engineering team. The systems engineers within the district will report directly to the SEM and the SEM reports directly to a Systems Engineering Director. The SEM will have dotted line responsibility to, and tight alignment with, the District Sales Manager. The SEM will have leadership responsibility for the Systems Engineers with the district and will also have direct customer interaction as the technical leader for the district. It is expected that the SEM can perform all of the functions that a Palo Alto Networks Systems Engineer does including running Evaluations/Proof of concepts. The SEM will act as the Systems Engineering resource for the District Sales Manager in the case where the DSM has a specific set of accounts or territory assigned.


  • District

  • Lead from the front – hands-on approach ensuring the success of the SEs and accounts within the district with a focus on direct customer engagement.

  • Recruit and retain exceptional SEs

  • Partner with the DSM on all District, Territory, Account and Opportunity planning activities

  • Train and mentor new SEs quickly enabling them to win and expand Palo Alto Networks business

  • Own plans, proposals, and projects to drive greater efficiencies and success within the district

  • Collaborate and align internal resources to aid SE and Sales team planning and sales success.

  • Report / make visible the success and deficiencies of your district

  • Share successes

  • Develop plans to improve deficiencies

  • Ensure that you and your SE team

  • Plan, architect, and document compelling technical and business-focused solutions and strategies which drive adoption and growth after the initial sale (land and expand)

  • Understand and articulate the key technical, operational, and commercial challenges faced by our prospects and customers that the Palo Alto Networks solution addresses

  • 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

  • Develop and maintain strong technical relationships with Palo Alto Network’s partners – identify key individuals at the partners within your region and ensure their success

  • Ensure that Partner SEs are trained in the technical operation and business value of the Palo Alto Networks platform, can architect Palo Alto Networks solutions to meet customer requirement, and can support Palo Alto Networks evaluations

  • Act as a thought leader for the district by staying up to date on the security landscape, competition, products, and industry

  • Act as an escalation point for pre- and post-sales technical issues within the District

  • Support SEs in complex evaluations, troubleshooting and challenging customer environments

  • Ensure evaluations are successfully managed across the District and the timely return of evaluation equipment

  • Manage HR activities for SEs (expenses, reviews, etc.)

  • Region

  • Share and define best practices within the Canada SE team including:

  • Success stories

  • Successful technical selling approaches

  • Sales motions

  • Partner success stories and approaches

  • Proposals and architectures

  • POC processes

  • Hiring process

  • Training process

  • com reporting and tracking

  • Own plans and projects to drive greater efficiencies and success within the region


  • BS CS/EE or related (or equivalent work experience)

  • 3+ Years’ experience as a pre-sales SEM, or 6+ years as a Sr SE or Consulting Engineering

  • Prior experience in territory. This would include existing relationships with the customer base and partners.

  • Industry knowledge of security product market trends and directional awareness of Palo Alto Network’s roadmap and technology development efforts.

  • The role calls for in-depth knowledge of competitive security products.

  • Knowledge of how to deliver comprehensive security solutions to PAN’s customer base, and maintains a general understanding of competitive selling strategies.

  • 50-75% Travel within region.

  • Strong communication (written and verbal) and presentation skills

  • "Whatever it takes" attitude and motivation to do whatever necessary to assist in closing a deal.

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