Deloitte Sales Engineer - Cloud Security - Risk & Financial Advisory in McLean, Virginia
Deloitte Services is seeking a top-performing Palo Alto solution sales engineer to help with client pursuits within its Risk & Financial Advisory (RFA) Practice. Candidates should have an entrepreneurial spirit, relevant Palo Alto experience.
The Sales Center of Excellence (COE) supports Deloitte's businesses and Sales Executive in nurturing, validating, and closing sales opportunities. Working hand-in-hand with Partners, Principals, Managing Directors, and Deloitte Sales Executive. As the sales engineer you'll enable sales engagements into client accounts. You will play a key role in navigating complex clients to generate and deliver winning proposals, contract bids, statements of work, and RFI/RFP responses .
What you will do :
The Palo Alto Sales Engineer is responsible for advising on Palo Alto solutions to the Advisory clients and teams. The role involves:
• Support Sales personnel throughout the Sales process
Assist in responding to functional and technical elements of RFIs/RFPs
Manage proposal development and assist with live oral presentations that win new business
Deliver product presentations and demonstrations
Lead the functional and technical deep dive conversations about Deloitte's offerings around the PAN solutions with current and prospective customers
Respond to in-depth customer questions and inquiries
Understand customer needs and assist in solution development with the delivery team
Develop and deliver product demos (including custom demos) to current and prospective customers
Maintain demo environment (data, branding, etc.)
Author and maintain demo script
Establishing yourself as a trusted advisor to prospects and clients. Working with your Sales Executive and Palo Alto Alliance team.
Identify and document specific problems with prospective and current clients which can be solved through the deployment of integrated solutions
Architect and propose validated solutions which address identified cybersecurity problems in client environment
Continuous self-improvement and learning to maintain technical leadership of applicable Palo Alto and integrated technologies
Act as the customer advocate for any issues that require technical assistance and follow up with the client until the issue is resolved
Develop relationships and collaborate with Deloitte Palo Alto team to formulate and execute a go-to-market strategy
• Building go-to-market strategies to differentiate Deloitte/Palo Alto positioning with vendors and clients.
Assume multiple roles in various pursuits with client teams and practice leaders as it relates to qualifying and pursuing Palo Alto opportunities.
Ensure consistent Palo Alto approach to marketplace across geographies and industry groups
Represent Deloitte by spending time in the field, and at conferences/policy forums
Required Qualifications :
5+ years of experience as a successful pre-sales Sales executive, systems integrator, or equivalent experience
Experience with systems installation, configuration and administration of routers/switches, UNIX/Linux, and Windows-based systems
Experience that emphasizes L2-L4 Networks (L2 switching architectures including Spanning Tree, IP routing that includes OSPF and BGP, and L4 Load balancing)
Understand and effectively present the Palo Alto security platform to technical and non-technical audiences
Strong analytical skills to evaluate complex multivariate problems and find a systematic approach to gain a quick resolution, often under duress
Mature and effective time-management skills
Prior experience with network infrastructure-based and cloud-based security solutions
Previous work in the enterprise networking security space
Experience and knowledge of modern network threats and malware, network forensics, automation tools and technologies, and endpoint security technologies
Travel, varying based on client coverage
Must be legally authorized to work in the United States without the need for employer sponsorship, now or at any time in the future
Preferred Qualifications :
BS in Computer Science or equivalent
Working knowledge of Palo Alto Networks products
All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, age, disability or protected veteran status, or any other legally protected basis, in accordance with applicable law.