Sr Channel Solution Consulant

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.

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! This role is remote, but distance is no barrier to impact. Our hybrid teams collaborate across geographies to solve big problems, stay close to our customers, and grow together. You will be part of a culture that values trust, accountability, and shared success where your work truly matters.

Job Summary   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:

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.

Required Qualifications 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