Solutions Consultant 2 - FSI - Sell Through

Palo Alto Networks-posted 5 months ago
$198,000 - $313,500/Yr
Mid Level
Reston, VA
5,001-10,000 employees
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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.

  • Establish yourself as a trusted advisor with FSIs, Government agencies, technical leaders, and ecosystem partners working with your Account Executive and the field account teams.
  • Demonstrate 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 a 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.
  • Analyze Request for Information/Quote/Proposal (RFI/RFQ/RFP) requirements and develop responsive solutions.
  • Support on-site or remote proposal pursuits for cybersecurity related opportunities within the Federal Civilian Market, the Department of Defense, and the Intelligence Community.
  • Create compelling and compliant 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.
  • 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.
  • 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).
  • 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.
  • Security Clearance: Active TS clearance highly desired.
  • 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.
  • FLEXBenefits wellbeing spending account with over 1,000 eligible items selected by employees.
  • Mental and financial health resources.
  • Personalized learning opportunities.
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