Solutions Consultant 2 - Federal Systems Integrators (FSI)

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 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

• 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
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• 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 cu