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 everyday - 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!

Job Description

Your career

As a sell-through focused Solutions Consultant Engineer, you’ll support the full pre/post-sales lifecycle for sales engagements into a set of Federal Systems Integrator (FSI) accounts.You will provide technical leadership, expertise and guidance for your FSIs customers’ security transformation journey. You will play a key role in defining technical solutions that secure key business imperatives and ensure value realization of the FSIs and their customers investment with Palo Alto Networks. You will evangelize our industry leadership in on-prem, cloud, and security operations services and deliver winning proposals, contract bids, statements of work, and RFI/RFP responses. It is business critical to meet and exceed sales quotas by building and implementing strategic account plans targeting enterprise-wide deployments of the Palo Alto Networks’ Next-Generation Security.

Your Impact

Curiosity is core to the Solutions Consultant role, and you see complex problems as opportunities to learn and deliver innovative solutions! You define your impact by:

Establishing yourself as a trusted advisor with FSIs, Government agencies, technical leaders, and ecosystem partners working with your Account Executive and the field account teams
Demonstrating strong communication skills and the ability to influence through effective presentations and customer-specific demos, technical engagements, and workshops
Create technical account plans/customer success plans that detail an 12-24 month technology consumption roadmap
Own all technical motions and health of your FSI accounts across the full customer lifecycle to include working closely with your Field account team counterparts
Identify and document specific problems with prospective and current customers which can be solved through the deployment of integrated solutions
Provide product demonstrations and Best Practice Assessments to customers and prospects
Ensure ongoing customer happiness, support, and adoption
Act as the customer advocate for any issues that require technical assistance and follow up with the customer until the issue is resolved
Understand and effectively differentiate against our top competitors

Solution Development & Proposal Response:

Analyze Request for Information/Quote/Proposal (RFI/RFQ/RFP) requirements and develop responsive solutions – around Cybersecurity to provide customers with secure by design and secure by default solutions – that encompass our platforms and resolve Government customer pain points
Support on-site or remote proposal pursuits for cybersecurity related opportunities within the Federal Civilian Market , the Department of Defense, and the Intelligence Community through customer meetings, solution discussions, proposal contributions and engaging with internal sales and business leaders to identify opportunities for growth
Create compelling and compliant by solutions that focus on customer outcomes driven by the features and strengths of PANW platforms
Conduct market research to identify existing and future solutions that may impact or enhance PAWN’s platforms and use the information to create strategic partnerships, marketing content, integrated security stacks for demos, and training & awareness campaigns
Travel to Federally focused conferences & events, FSI-related events, Federal Government industry days, and other OEM and channel partner public sector events
Collaborate with Marketing, Capture/Business Development, Channel Partners, Legal, and other internal teams to establish differentiated Go-To-Market technical strategies and solutions focused on FSIs core capabilities

Qualifications

Your Experience

6+ years of experience as a successful pre/post-sales solutions consultant, systems engineer, solutions architect or equivalent experience selling through or with FSIs
Experience using NIST Special Publication (SP) 800-53, NIST SP 800-171, and Defense Information Systems Agency (DISA) Security Technical Implementation Guides (STIGs)/Security Reference Guides (SRGs) to install, configure and administer routers/switches, network security devices, storage appliances, UNIX/Linux and Windows-based systems, or cloud infrastructure
Prior experience selling cybersecurity products, including but not limited to - Firewalls, SSL/IPSec VPNs, Security Proxies, SOAR, Endpoint Security, or Governance, Risk, and Compliance suites
Working knowledge and proven experience developing, architecting and writing solutions for winning RFPs using the Shipley’s Business Development process or equivalent and demonstrating proposed solutions within lab and/or customer environments
Security Clearance: Active TS clearance highly desired
Certifications: Active industry certifications from SANS, ISC2, ISACA, Cisco, AWS, Microsoft, PANW, DoDD 8570 IAT/IAM Level I,II, or III, DoD 8140 or other OEM certifications

Knowledge & Skills

Consultative Selling:
- Deep understanding of customers’ needs by doing research to develop insights into their needs and desires
- Take consistent action to grow new skills and depth/breadth of knowledge related to the role
- Ability to take a holistic approach to problem solving by understanding the bigger picture, connecting the dots, and considering complex interrelationships
- Ability to analyze and synthesize requirements to demonstrate understanding to convincingly present our security platforms to technical and non-technical audiences
SC Execution:
- Experience that emphasizes hybrid architectures and networking across L2-L4 Networks (L2 switching architectures including Spanning Tree, IP routing that includes OSPF and BGP, and L4 Load balancing) and CSP ingress/egress points
- Strong understanding of network security concepts, technologies and architecture include SASE, firewalls (i.e., harvard and virtual), proxy, IPS/IDS, sandboxing, URL filtering, DNS security and device security
- Good understanding of Cloud Service Providers (AWS, GCP, and Azure) and Public Cloud concepts, technologies, and architectures, including the value of the Public Cloud, the Public Cloud shared responsibility model, Public Cloud security best practices, core Public Cloud services, including compute, network, and databases.
- Awareness of preventative techniques, processes, and technologies used to protect the integrity of an organization's security architecture and safeguard its data against attack, damage, or unauthorized access
Foundational Behavior
- Adapts quickly and effectively when the situation requires new or different approaches
- Willingly works with others towards common goals, understands the responsibilities, activities, and ways to foster relationships
- Self-starter with mature and effective time-management skills
- Maintains a forward-thinking approach despite setbacks or troubling circumstances

Additional Information

The Team

As part of our FSI Sell-Thru Solution Consultant’s team, you’ll support the FSI Sell-Thru sales team with technical expertise and guidance when establishing trust with key customers. 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. As a member of our solutions consultant team, you are driven by a solutions-focused sales environment and will find fulfillment in working with customers to resolve incredibly complex cyberthreats.

Our Commitment

We’re trailblazers that dream big, 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 [email protected].

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.

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 + commission target (for sales/commissioned roles) is expected to be between $187,500/yr to $250,000/y 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 [email protected].

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.

Apply now

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