Channel Systems Engineer

As the Senior Channel Systems Engineer dedicated to BT (one of Palo Alto Networks’ strategic Global Service Provider partners), you will serve as the lead technical strategist and trusted advisor across the UK and broader EMEA region. Positioned at the intersection of Network Security, Zero Trust, SASE, and SecOps - you will drive joint technical alignment, elevate partner capabilities, and co-architect next-generation security offerings.

In this senior overlay role, you will interface directly with BT’s senior business leaders, technical executives, and practice heads to accelerate pipeline, embed Palo Alto Networks into BT’s core service catalog, and align our joint strategy with emerging market priorities like AI Security., * Strategic Alliance Technical Leadership: Act as the lead technical partner for BT across the UK and EMEA, fostering executive-level engagement with BT’s senior technical and business leadership.

• Architecture & Portfolio Expansion: Position Palo Alto Networks’ comprehensive portfolio focusing on NetSec, SASE, Zero Trust, and driving targeted growth in CloudSecOps (Cortex) into BT’s managed service architecture.
• Joint Enablement & Technical Roadmap: Define and execute BT’s technical enablement strategy, driving high-value certifications, building practice competency, and maintaining compliance with joint technical roadmaps.
• Next-Wave Security Innovation: Align technical strategy with BT’s strategic priorities, including AI Security and automated SecOps integrations.
• Presales & Targeted Post-Sales Advisory: Lead complex Proof of Concepts (POCs), high-impact technical demonstrations, and architecture reviews. Provide targeted post-sales advisory support to ensure deployment success and joint customer retention.
• Co-Selling & Revenue Alignment: Partner closely with internal sales leadership (sharing quota alignment) to unlock enterprise opportunities and accelerate joint revenue growth across the UK and EMEA.
• Travel: ~30% travel within the UK for BT stakeholder alignment, with periodic travel to strategic EMEA locations.

• Technical Seller Expertise: 8+ years of experience in Pre-Sales Systems Engineering, Solutions Architecture, or Partner Technical Management within an Enterprise Security or Telco/Global Service Provider environment.
• Service Provider Track Record: Proven background engaging with Global Systems Integrators or Tier-1 Telecoms/Service Providers (BT experience strongly preferred).
• Core Technical Domains: Track record in Network Security, SASE/SD-WAN architectures, SecOps/XDR platforms, and Zero Trust frameworks.
• Executive Presence: Proven ability to engage, influence, and build trust with senior VP/C-level business and technical leaders.
• Commercial Mindset: Experience in quota-carrying environments with a strong grasp of service provider business models, managed services creation, and co-selling dynamics.

Preferred Qualifications

• Active certifications: Palo Alto Networks PCNSE/PCSAE, CISSP, CCIE, or equivalent advanced cloud certifications (AWS/Azure/GCP).
• Deep operational understanding of SecOps workflows, automation (SOAR), and AI-driven security operations.

• Health Insurance
• Dental Insurance
• Vision Insurance
• FSA
• HSA
• HSA With Employer Contribution
• Life Insurance
• Short-Term Disability
• Long-Term Disability
• Fitness Subsidies
• On-Site Gym
• Pet Insurance
• Mental Health Benefits
• Virtual Fitness Classes
• Parental Benefits
• Fertility Benefits
• Adoption Assistance Program
• Family Support Resources
• Birth Parent or Maternity Leave
• Non-Birth Parent or Paternity Leave
• Adoption Leave
• Work Flexibility
• Flexible Work Hours
• Remote Work Opportunities
• Hybrid Work Opportunities
• Work-From-Home Stipend
• Office Life and Perks
• Commuter Benefits Program
• Casual Dress
• Happy Hours
• Snacks
• On-Site Cafeteria
• Holiday Events
• Vacation and Time Off
• Paid Vacation
• Unlimited Paid Time Off
• Paid Holidays
• Personal/Sick Days
• Leave of Absence
• Volunteer Time Off
• Financial and Retirement
• 401(K)
• 401(K) With Company Matching
• Company Equity
• Stock Purchase Program
• Performance Bonus
• Relocation Assistance
• Professional Development
• Promote From Within
• Mentor Program
• Access to Online Courses
• Leadership Training Program
• Tuition Reimbursement
• Lunch and Learns
• Internship Program
• Professional Coaching
• Work Visa Sponsorship
• Diversity and Inclusion
• Diversity, Equity, and Inclusion Program
• Employee Resource Groups (ERG)
• Founder led
• Veteran founded/led
• Asian founded/led