Mgr, Scale and Optimize Engineering

Company Description

Our Mission

At Palo Alto Networks® everything starts and ends with our mission:

Being the cybersecurity partner of choice, protecting our digital way of life.
Our vision is a world where each day is safer and more secure than the one before. We are a company built on the foundation of challenging and disrupting the way things are done, and we’re looking for innovators who are as committed to shaping the future of cybersecurity as we are.

Who We Are

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 Description

Your Career 

This role is focused on ensuring our customers’ success, driving growth/adoption of our technology as well as boosting renewals and gleaning strategic insights that improve our product value. This is an exciting opportunity to unequivocally influence our customers and Palo Alto Networks success. Reporting to the Head of North America Customer Success for Prisma Access, in this role you will lead a team of Scale and Optimize Engineers, responsible for managing our enterprise customers.

This is a challenging role that requires exceptional customer relationships, team building, deep management and demonstrated coaching skills, a motivational style, and analytical skills. We are looking for someone who is truly passionate about customer advocacy and team development and has a proven track record to talk about! Additionally, you will have a focus on quality management; foster an environment of innovation and high accountability, and demonstrate the ability to drive continuous operational improvement as a way of working and managing. Are you a person, by nature, that is a risk-taker, with a high level of ambition, and who thrives in an environment of change?

Your Impact

• Manage your team in driving key technical outcomes, achieving higher product adoption and being the single point of contact for all technical and product questions in their customer engagements

• Leading a team of Scale and Optimize Engineers – assisting the team in guiding customers on best practices and with key escalations for the portfolio of customers and providing hands on keyboard prescriptive guidance and technical support throughout the Scale and Optimize customer journey. 

• Measure effectiveness of Scale and Optimize Engineers, ensuring the team delivers on Key Operational metrics, including Customer Health, feature adoption, Consumption, Reference-ability, Renewals

• Ensure customers are maximizing their return on investment by rapidly implementing and operationalizing Palo Alto Networks solutions to achieve their business and security objectives

• Attracting, hiring and retaining a group of Scale and Optimize Engineers contributors into the team, ensure rapid onboarding process for new team members, foster collaboration within internal teams and across the customer lifecycle

• Work closely with Product and Engineering managers to drive new feature requests, feature enhancements and identify new opportunities for up-leveling the S&O team

• Working closely with Sales reps and Renewals managers to identify new opportunities and upsell potential

• Increase the lifetime value of the Customer through greater advocacy and reference-ability – serving as a customer advocate in the evolution of our products and platform functionality integral to the customer’s success

• Engage broadly across the Customer organization from management through to C-Level/Influencer as required

• Ensure customer feedback is clearly captured and conveyed internally to enable ongoing improvement of products and services

• Actively assess the interactions with our top customers (product performance, depth, and breadth of usage, Support experience)

Qualifications

Your Experience 

• Relevant Bachelor’s degree or equivalent experience – preference for computer science or related background or equivalent military experience required

• 5+ years experience working in pre-sales, account management, customer success, technical consulting or similar roles related to driving customer success and adoption

• Experience with cloud solutions like Google Cloud Platform, Microsoft Azure OR Amazon Web Services to drive adoption preferred

• An enthusiastic and creative leader with the ability to inspire others

• Ability to manage influence through persuasion, negotiation, and consensus building

• Deep understanding of networking/security technologies and experience working with and implementing related solutions

• Deep business operations expertise – has solid experience with SFDC, Gainsight, and adept with creating reports and dashboards is highly preferred

• Ideally combined background of post-sales, sales, consulting services experience

• Strong empathy for customers AND passion for revenue and growth

• Deep understanding of value drivers in recurring revenue business models

• Analytical and process driven mindset

• Demonstrated desire for continuous learning and improvement

• Excellent communication and presentation skills

• Strong leadership skills with validated ability to influence inside and outside of the organization at the highest levels to garner support

• Demonstrated success at skillful negotiation and strategy implementation

• Able to balance providing extraordinary service with the need to improve financial performance, and increase revenue and profits

Additional Information

The Team

Our Customer Success team is critical to our success and mission. As part of this team, you enable customer success by providing support to clients after they have purchased our products. Our dedication to our customers doesn’t stop once they sign – it evolves. As threats and technology change, we stay in step to accomplish our mission.

You’ll be involved in implementing new products, transitioning from old products to new, and will fix integrations and critical issues as they are raised – in fact, you’ll seek them out to ensure our clients are safely supported. We fix and identify technical problems, with a pointed focus of providing the best customer support in the industry.

Compensation Disclosure

The compensation offered for this position will depend on qualifications, experience, and work location. For candidates who receive an offer at the posted level, the starting base salary (for non-sales roles) or base salary + commission target (for sales/commissioned roles) is expected to be between $142,000 – $177,000/YR. The offered compensation may also include restricted stock units and a bonus. A description of our employee benefits may be found here.

Our Commitment
We’re problem solvers that take risks and challenge cybersecurity’s status quo. It’s simple: we can’t accomplish our mission without diverse teams innovating, together.

We are committed to providing reasonable accommodations for all qualified individuals with a disability. If you require assistance or accommodation due to a disability or special need, please contact us at accommodations@paloaltonetworks.com.

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.