Sr. Solutions Engineer - Public Sector - SLED

Palo Alto Networks•Cincinnati, OH

1d•$198,000 - $273,000•Remote

About The Position

Our Mission 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. Who We Are 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 a Senior Solutions Engineer at Palo Alto Networks - Idira (CyberArk), you will play a pivotal role in demonstrating the value of Idira’s identity security solutions to prospective and current SLED customers. Your responsibilities will include engaging with clients via demos, presentations, meetings, and Proof of Concepts (POCs) to showcase how Idira secures critical assets across hybrid cloud environments and distributed workforces. The Senior Solutions Engineer will combine technical knowledge with sales skills and is ultimately responsible for the technical win during the sales cycle. Solutions Engineers are the primary technical resource for the field sales force hence, they are responsible for actively driving and managing the technology evaluation stage of the sales process, working in conjunction with the sales team and others as the key technical advisor and product advocate for our solutions. Solutions Engineers will collaborate with multiple teams within customer organizations, ensuring their success in understanding the business value and adopting Idira’s Identity Security solutions, so you must be able to articulate technology and product positioning to both business and technical users. Above all, we are looking for someone that can communicate the Idira value and be able to design an optimal solution for complex customer infrastructure and datacenter environments on a global scale. As a key player in the Public Sector/SLED vertical, you will leverage your deep knowledge of Idira products and public sector security requirements to engage with State, Local, and Education (SLED) organizations. Your role will involve understanding their unique challenges and demonstrating how Idira can address critical security and compliance needs. A solution-oriented mindset and a passion for tackling security challenges in the public sector will be key to your success.

Requirements

MIS/Computer Science Degree or equivalent experience required
5+ Years experience in a presales technical role, ideally specifically with identity management or security technologies. Including the ability to build relationships at multiple levels to work cross organizationally toward solutions; excellent leadership and consensus building skills.
Experience working in or a strong understanding of public sector IT environments, including familiarity with government-specific security requirements (FIPS, FedRAMP, ATOs, STIGs/hardening), security accreditation processes, and public sector procurement procedures. (NIST 800-53 and ATO processes).
Ability to work closely with customers and internal teams to build tailored solutions that address the unique needs of public sector organizations.
Knowledge of identity security technologies, Identity and Access Management solutions, Identity Governance solutions, Privileged access management (PAM), and related security solutions. Experience with key security concepts such as authentication, authorization, and encryption are essential.
Hands-on experience with Windows Server and Active Directory administration, Directory Services (LDAP, AD, Federation, Bridging), and familiarity with UNIX/Linux systems. Knowledge of database security, network security, scripting, and DevOps practices is highly desirable.
Ability to communicate complex technical concepts clearly and effectively to both technical and non-technical stakeholders, including executives and government officials.
Ability to travel up to 50% as needed when safe to do so

Nice To Haves

Experience with IaaS/PaaS administration and support within cloud providers (AWS, Azure, GCP) are highly desirable.
Industry recognized certifications are highly desirable (i.e. CISSP, CEH)
Prior experience with Idira Software solutions is preferred or relevant experience with enterprise applications, security management, systems management, identity management, and/or policy management solutions preferred especially in the Identity and Privileged access.

Responsibilities

Serve as the subject matter expert on Idira's Identity Security solutions, providing in-depth knowledge and technical guidance to public sector organizations and partners, through business value presentations, solution demonstrations, architecture reviews, etc.
Proactively seek out new sales opportunities by developing new and existing technical relationships within prospective accounts, partners, and current active customers.
Plan, execute, and manage Proof of Concept (POC) evaluations with potential and existing public sector customers, demonstrating how Idira’s solutions can solve their security challenges.
Assist in the preparation and response to Requests for Proposals (RFPs) and Requests for Information (RFIs), positioning Idira’s solutions for success in public sector evaluations.
Build and maintain strong, long-term relationships with technical teams and executive stakeholders within public sector organizations, ensuring they achieve success and satisfaction with Idira’s solutions.
Support and enable Idira’s partner network, ensuring they can effectively communicate the value of Idira to their public sector clients.
Represent Idira at industry events, partner seminars, trade shows, and marketing initiatives, showcasing the value of Identity Security solutions to government and educational organizations.
Able to convey customer requirements to Product Management teams, Professional Services and other internal Idira teams on behalf of customers and partners.
Actively engage and contribute to the internal teams, serving as a resource and mentor to others when appropriate.