Be Part of Something Bigger

Company Description

Dynatrace exists to make software work perfectly. Our platform combines broad and deep observability and continuous runtime application security with advanced AIOps to provide answers and intelligent automation from data. This enables innovators to modernize and automate cloud operations, deliver software faster and more securely, and ensure flawless digital experiences.

Job Description

What’s the role?

As a Dynatrace Solution Engineer, you will be a key member of the Dynatrace sales engine and will be responsible for providing excellent technical support to the sales team. You will be the expert on Dynatrace and all facets of Advanced Observability. Within this exciting role, you will be responsible for executing great demos which demonstrate the Dynatrace unique approach in solving the customer’s pain, executing and managing POCs onsite and remote, building key relationships with Dynatrace’s customers and completing RFIs & RFPs. You will also work across teams including Dynatrace’s innovation labs, Dynatrace’s Expert Services consultants, CSMs and marketing.

About you:

To ensure your success as a Solution Engineer at Dynatrace, you need to be an ambitious, confident and self-motivated individual, with previous SE experience or another technical customer facing role. You need to be passionate about innovative technology, technical sales and articulating value to customers and prospects. In addition, we are also looking for:

• An excellent team player, with the ability to work across all disciplines
• Excellent communication and presentation skills, with the ability to communicate technical value into business value
• Previous 3 – 5 years of experience with observability or application performance management technologies and techniques
• Ability to troubleshoot technical issues to produce a working outcome and be able to manage this process
• Ability to manage a number of projects simultaneously, work with a number of different sales people and support other SEs where needed
• Must have a strong desire to grow professionally, adapt to an ever-changing environment and are coachable
• Must be able to travel up to 30% of the time

• Evangelize Dynatrace’s product offerings during international trade shows and at key customer account meetings to promote new and expanded business
• Partner with sales representatives to identify new sales opportunities as well as incremental sales opportunities within existing accounts
• As part of the solution engineering team participate in proof of concept (PoC) creation and cloud architecture discussions, leading the technical solution evaluation portion in support of sales opportunities either directly or through channel partners for multiple POCs
• Present Dynatrace’s vision to our customers C-suite executives
• Provide technical guidance in the Discovery, Solution Evaluation, and Solution Proposal stages of the opportunity sales cycle
• Present on-stage demonstrations providing insight and context to our customers during key marketing events. Either at Dynatrace sponsored industry events or partner sponsored events, ensure key demonstrations are delivered by you or a team member at demonstration booths
• Gather, qualify and provide feedback from customers to Product Management to improve Dynatrace’s market share and meet the market needs
• Build best practices and share knowledge the team to continuously develop and enhance both your personal and team capabilities
• Work with local Sales and Sales Engineering leadership to identify learning/ development opportunities for you and the local team to maintain Dynatrace’s leadership position in the market
• Create and modify Dynatrace template presentations, in order to attend the specific demands of each customer
• Not only work with internal sales team, but also with partners, supporting their team in the customers and being a technical point of contact for them (trusted advisor/technical coach)

Position might be filled at a higher level based on candidate experience.

Minimum Requirements:

• Working in, or have, the observability space.
• Bachelor’s degree in Computer Science or equivalent education or experience required.
• 3+  years of experience within the observability space.

Preferred Requirements:

• Worked with Dynatrace
• Experience with web technologies such as HTML, CSS, and JavaScript
• Experience with programming / scripting side technologies such as Java, .NET, PHP, Go, Node.js and database
• Advance knowledge of Operating Systems (OS) including Windows and Linux
• Experience with DevOps or Site Reliability Engineering practices
• Knowledge with cloud platforms, including AWS, Azure or GCP
• Experience with modern technologies like containers, Kubernetes / OpenShift, Serverless functions, and CI/CD pipelines
• Experience with automation like Ansible, Puppet, Terraform, etc.

Why you will love selling and working with our Dynatrace platform

• Dynatrace is a leader in unified observability and security.
• We provide a culture of excellence with competitive compensation packages designed to recognize and reward performance.
• Our employees work with the largest cloud providers, including AWS, Microsoft, and Google Cloud, and other leading partners worldwide to create strategic alliances.
• The Dynatrace platform uses cutting-edge technologies, including our own Davis hypermodal AI, to help our customers modernize and automate cloud operations, deliver software faster and more securely, and enable flawless digital experiences.
• Over 50% of the Fortune 100 companies are current customers of Dynatrace.

All your information will be kept confidential according to EEO guidelines.

We offer competitive compensation, company-sponsored premium benefits, medical, dental, vacation/holidays, company matching 401(k) Plan, etc. Dynatrace is an Equal Opportunity/Affirmative Action employer. All qualified applicants will receive consideration for employment without regard to race, sex, color, gender identity, religion, national origin, ancestry, citizenship, physical abilities, age, sexual orientation, creed, disability status, veteran status, pregnancy, genetic status, or any other characteristic protected by law.  If your disability makes it difficult for you to use this site, please contact [email protected]. Dynatrace participates in E-Verify, participant information in English and Spanish. Right to work information in English and Spanish. EEO is the Law/EEO is the Law Supplement. To be considered for this position, please upload your resume/CV.

Position: Systems Engineer, Enterprise

www.fortinet.com

Objective:

We are looking for a Systems Engineer to work closely with a Major Account Manager in a defined territory. The Systems Engineer's main mission will be to support the sales organization in all technical matters regarding pre-sales, sales calls, and post-sales.

• Pre-sales - assist in qualifying sales leads from a technical standpoint.
• Sales calls - be the main technical resource on sales calls and answer or educate the customer and partner on issues ranging from features, specifications and functionality to integration.
• Conversant with networking applications and solutions.
• Post-sales - be the lead technical contact for identified accounts for technical issues and will work closely with the technical support team and engineering to answer, elevate and resolve customer's technical issues.
• Provide assistance to identified customers with post-sales training.

Required Skills:

• 5 – 8 years experience in technical/pre-sales support as a sales or systems engineer
• 5 - 7 years experience in LAN/WAN/Internet services administration
• Proven understanding of DNS and NFS, SMTP, HTTP, TCP/IP
• Knowledge of the following technologies: Routing, Switching, VPN, LAN, WAN, Network Security, Intrusion Detection, and Anti Virus.
• Solid understanding in the following technologies and protocols: RADIUS, PKI, IKE, Certificates, L2TP, IPSEC, FIREWALL, 802.1Q, MD5, SSH, SSL, SHA1, DES, 3DES
• Experience with encryption and authentication technologies required
• Exceptional presentation skills
• The Systems Engineer, Enterprise is required to customarily and regularly work outside of their office or home office engaged in selling, including travel as needed to make a sale.

Education:

• Bachelors Degree or equivalent experience. Graduate Degree favorable

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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

We take our mission of protecting the digital way of life seriously. We are relentless in protecting our customers and we believe that the unique ideas of every member of our team contributes to our collective success. Our values were crowdsourced by employees and are brought to life through each of us every day - from disruptive innovation and collaboration, to execution. From showing up for each other with integrity to creating an environment where we all feel included.

As a member of our team, you will be shaping the future of cybersecurity. We work fast, value ongoing learning, and we respect each employee as a unique individual. Knowing we all have different needs, our development and personal wellbeing programs are designed to give you choice in how you are supported. This includes our FLEXBenefits wellbeing spending account with over 1,000 eligible items selected by employees, our mental and financial health resources, and our personalized learning opportunities - just to name a few!

• Meeting and exceeding sales quotas by building and implementing strategic, technical account plans that target cross-platform solutions
• Your ability to position, demonstrate and create high level designs across the entire PANW portfolio based on customer business needs
• Conducting discovery to understand and articulate the key technical, operational, and commercial imperatives of your prospects and customers
• Working closely with Professional Services, Customer Success and Specialist teams to ensure overall customer implementation and adoption of solutions
• Demonstrating strong communication skills and the ability to influence through effective presentations and customer-specific demos, technical engagements, and workshops
• Leading successful technical validation efforts based on best practices to ensure technical win in assigned opportunities
• Orchestrating supporting resources (Specialists, Channel Resources, Customer Support) to ensure a one-team approach that demonstrates a cohesive strategy
• Promoting end-to-end solutions that include PANW and/or partner professional services to ensure customers realize business value sooner
• Understanding the competitive landscape and effectively differentiating our leadership
• Continuously investing in yourself to develop technical and professional skills that drive your ever-increasing contributions to success of our customers while actively participating within the Solutions Consultant community and at industry events
• (OT) - Identifying technical stakeholders and cultivating relationships with key personas to build and drive a security architecture transformation roadmap

Your Experience

• Understanding of data networking and/or modern application design and cloud architectures
• Delivering cybersecurity solutions that solve technical challenges and influence new business initiatives
• Influencing and gaining buy-in from key stakeholders, either in a customer-facing or internal role - prior experience in a pre-sales role is ideal
• Creating and delivering technical presentations, workshops, or technical validation engagements
• Experience in selling, designing, implementing, or managing one or more of the following solutions - Network Security, SASE, SaaS, CNAPP and/or SOC Transformation Technologies
• Partnering with Customer Support functions to ensure successful implementation and adoption of sold solutions

Preferred Qualifications

• Complex sales involving long sales processes with multiple buying centers and multi-product solutions are preferred
• Proficient in English

The Team

Our Solutions Consultant team members work hand-in-hand with large organizations around the world to keep their digital environments protected. We educate, inspire, and empower our potential clients in their journey to transform their security architectures.

You are empowered with unmatched systems and tools and a team built on joint success. You won’t find someone at Palo Alto Networks that isn’t committed to your success – with everyone pitching in to assist when it comes to solutions selling, learning, and development. Our Solutions Consulting community is driven by the mission to be our customers’ cybersecurity partner of choice, protecting their digital way of life.

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  [confidentiality email].

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.

Is role eligible for Immigration Sponsorship? No. Please note that we will not sponsor applicants for work visas for this position.