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Agent guide: [/agents.md](https://www.wearedevelopers.com/agents.md). --- # Channel Systems Engineer - France - **Company:** Palo Alto Networks - **Location:** Paris, France - **Contract:** Permanent contract - **Skills:** Amazon Web Services, Systems Engineering, Microsoft Azure, Cloud Computing, Cyber Security, Identity and Access Management, Public Key Infrastructure, Systems Architecture, Google Cloud, Marketplace - **Published:** September 3, 2026 - **Apply:** https://dejobs.org/x/x/B515BBF1635449A3A8C768E5B2E55344/job/ ## About the Role * Proven experience in technical sales, solution architect, or partner enablement role, ideally within the cybersecurity, identity management, or cloud technologies space. * Strong understanding of machine identity management, public key infrastructure (PKI), and encryption technologies. * Deep technical expertise in at least one of the major cloud platforms: AWS, Azure, or Google Cloud. * Experience working with System Integrators (SI), Value Added Resellers (VAR), and Managed Service Providers (MSP) to enable technical solutions and partner sales. * Strong experience in designing and delivering technical solutions and translating customer requirements into actionable and scalable solutions. * Ability to engage effectively with technical and business stakeholders at all levels. * Excellent written and verbal communication skills, with a talent for simplifying complex technical topics. * Ability to work collaboratively with cross-functional teams, including sales, engineering, and product management. * Experience identity management solutions are highly desirable. * Demonstrated ability to manage and prioritize multiple initiatives and projects effectively. ## Description Partner Activation & Ecosystem Integration: * Foster and build strong relationships with technical partners (SI, VAR, MSP) to expand the reach and success of solutions. * Lead partner enablement efforts by creating training and certification pathways, including developing and improving certification processes. * Collaborate with Technical Alliances to ensure the correct integration and development of technical selling plans. * Work on partner onboarding and knowledge transfer, ensuring partners are equipped with the tools, knowledge, and resources to successfully position and sell products. * Develop and implement enablement programs that educate and empower partners to be self-sufficient in selling and supporting solutions. Solution Design & Technical Strategy: * Gather and analyze end-customer requirements from partners, translating business needs into technical solutions and system architectures. * Provide technical leadership by designing and delivering tailored solutions architectures for partner-engaged end-customer projects. * Work with channel partners on customer meetings and joint solution documentation, ensuring high-quality technical outcomes. * Break down complex technical concepts into simple, customer-driven outcomes and messaging, enabling partners to effectively communicate these solutions to end-customers. * Support partners in technical sales presentations, white-boarding sessions, and other customer-facing activities. * Develop joint value propositions for solutions, ensuring alignment with business challenges and technical requirements across a variety of customer personas and segments. Marketplace & GTM Strategy: * Lead the creation and execution of technical go-to-market strategies for platforms such as AWS, ensuring the correct approach for product integration and sales. * Drive partner enablement in marketplace scenarios, including marketplace certifications, architecture validation, and joint product promotion. * Ensure the technical messaging and positioning for products is clear, impactful, and aligned with market needs. Channel Partner Support & Collaboration: * Provide ongoing support to channel partners in the form of product demos, technical consultations, and sales training. * Collaborate closely with internal teams to ensure alignment between product development, partner sales teams, and marketing. * Maintain a demo environment for all Machine Identity Management solutions, ensuring partners have access to the necessary resources for their sales efforts. ## Related Videos - [Launching a marketplace on-time: A lesson in taking shortcuts using spreadsheets!](https://www.wearedevelopers.com/videos/477-launching-a-marketplace-on-time-a-lesson-in-taking-shortcuts-using-spreadsheets) - [The Cloud is Calling: Answer with In-Demand Skills](https://www.wearedevelopers.com/videos/945-the-cloud-is-calling-answer-with-in-demand-skills) - [Thinking Differently - How to Make Money from Cyber Attacks & Cheats](https://www.wearedevelopers.com/videos/745-thinking-differently-how-to-make-money-from-cyber-attacks-cheats) - [We adopted DevOps and are Cloud-native, Now What?](https://www.wearedevelopers.com/videos/485-we-adopted-devops-and-are-cloud-native-now-what) - [What makes Cybersecurity different for critical infrastructure?](https://www.wearedevelopers.com/videos/571-what-makes-cybersecurity-different-for-critical-infrastructure) - [How to Monetize Your APIs](https://www.wearedevelopers.com/videos/749-how-to-monetize-your-apis) ## Related Articles - [Best Companies to Work For in Paris: Top 25 Companies in 2023 ](https://www.wearedevelopers.com/magazine/190-best-companies-to-work-for-in-paris-top-25-companies-in-2023) - [Best Companies to Work For in France: Top 25 Companies in 2023 ](https://www.wearedevelopers.com/magazine/189-best-companies-to-work-for-in-france-top-25-companies-in-2023) - [Events like RSAC Get You CISOs. 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