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About the Role

As the Senior Channel Systems Engineer dedicated to BT, you will serve as the lead technical strategist and trusted advisor across the UK and broader EMEA region. You will drive joint technical alignment, elevate partner capabilities, and co-architect next-generation security offerings. 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.

Responsibilities

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.
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.
Define and execute BT’s technical enablement strategy, driving high-value certifications, building practice competency, and maintaining compliance with joint technical roadmaps.
Align technical strategy with BT’s strategic priorities, including AI Security and automated SecOps integrations.
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.
Partner closely with internal sales leadership (sharing quota alignment) to unlock enterprise opportunities and accelerate joint revenue growth across the UK and EMEA.
~30% travel within the UK for BT stakeholder alignment, with periodic travel to strategic EMEA locations.

Requirements

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.
Proven background engaging with Global Systems Integrators or Tier-1 Telecoms/Service Providers (BT experience strongly preferred).
Track record in Network Security, SASE/SD-WAN architectures, SecOps/XDR platforms, and Zero Trust frameworks.
Proven ability to engage, influence, and build trust with senior VP/C-level business and technical leaders.
Experience in quota-carrying environments with a strong grasp of service provider business models, managed services creation, and co-selling dynamics.

Skills

Network Security
SASE/SD-WAN architectures
SecOps/XDR platforms
Zero Trust frameworks
AI Security
CloudSecOps (Cortex)
SOAR
Palo Alto Networks PCNSE/PCSAE
CISSP
CCIE
AWS
Azure
GCP

Location

UK
EMEA

Work Type

Remote
Hybrid

Experience Level

Senior
8+ years

Education Level

Active certifications: Palo Alto Networks PCNSE/PCSAE, CISSP, CCIE, or equivalent advanced cloud certifications (AWS/Azure/GCP).

About the Company

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.
In order to be the cybersecurity partner of choice, we must trailblaze the path and shape the future of our industry.
We weave AI into the fabric of everything we do and use it to augment the impact every individual can have.
We are part of a culture that values trust, accountability, and shared success where your work truly matters.
We’re trailblazers that dream big, take risks, and challenge cybersecurity’s status quo.
We are committed to providing reasonable accommodations for all qualified individuals with a disability.

Equal Opportunity

Palo Alto Networks is an equal opportunity employer.
We celebrate diversity in our workplace, and all qualified applicants will receive consideration for employment without regard to age, ancestry, color, family or medical care leave, gender identity or expression, genetic information, marital status, medical condition, national origin, physical or mental disability, political affiliation, protected veteran status, race, religion, sex (including pregnancy), sexual orientation, or other legally protected characteristics.
All your information will be kept confidential according to EEO guidelines.