Deloitte Digital Identity Sales Engineer in Richmond, Virginia
Sales Engineer, Hybrid Operate, Cyber & Strategic Risk, Digital Identity
Are you interested in improving the cyber and organizational risk profiles of leading companies? Do you want to be involved in designing Identity and Access Management focused Cyber security solutions for our clients? Are you excited about shaping security requirements and solutions for clients based on rapidly changing technology advancements, emerging regulatory and compliance requirements, and the fast-paced nature of security threats?
If yes, then Deloitte's Hybrid Operate Sales Engineering team could be the place for you! Deloitte is looking for a top-performing Sales Engineer to help grow its Digital Identity business within the Hybrid Operate Cyber & Strategic Risk Practice. Transparency, innovation, collaboration, sustainability: these are the hallmark issues shaping cyber initiatives today. Deloitte's Hybrid Operate business is passionate about making an impact with lasting change for our clients. Delivering our industry leading services requires fresh thinking and a creative approach. We collaborate with teams from across our organization in order to bring the full breadth of Deloitte, its commercial and public sector expertise, to best support our clients. Our aspiration is to be the undisputed integrated cyber security services leader and managed services provider helping to transform the Identity and Access Management services marketplace. Our team is client focused and mission driven. As a Sales Engineer, you'll work with our diverse team of passionate professionals to help solve some of today's toughest challenges to enable our clients to achieve business growth and manage risk.
Digital Identity brings together advanced cloud-based technologies and leading practices to deliver pre-built identity management use cases that accelerate deployment and time to value for clients. We help clients sustain, transform, and evolve their identity management capabilities, ensuring that the right people (employees and third parties) have the right access at the right time.
The Sales Center of Excellence (COE) supports Deloitte's businesses in uncovering, nurturing, and closing sales opportunities. Working hand-in-hand with Partners, Principals and Managing Directors, these executives focus their highly skilled efforts in securing relationships with qualified targets and decision makers to uncover opportunities, develop effective sales strategies, manage the pursuit process and act as a key advisor to the pursuit team throughout the sales process.
Work you'll do
As a Sales Engineer you will be on the forefront of client solution and service design within our Digital Identity Hybrid Operate Program. You should possess a deep understanding of Identity and Access Management operations and familiarity of technologies such as Okta, SailPoint, ForgeRock, CyberArk, AWS, Saviynt, Azure, GCP, Transmit Sec, and BeyondTrust. Experience with the sales and pursuit process is critical for this role as is the ability to assess client needs for optimal service recommendations for the near-term and long-term.
Sales Engineering responsibilities include:
Collaborate with the Sales Account Executive, solution offering teams, and other SMEs to :
Serve as a sales engineer proficient in Identity and Access Management to support account teams with pursuits
Work with practice leadership and stakeholders regarding the sales engineering services and offerings available from Deloitte's Digital Identity Hybrid Operate practice.
Advise account teams regarding the technical approach of the response by taking ownership of the solution description and usage and composition of assets within a solution
Technically qualify opportunities as they progress in the sales process.
Ensure the client's technical needs are being met with proposed solutions and services.
Participate in development and delivery of client pursuit materials such proposals, RFP responses, statements of work, discussion decks, as well as execution of sales/pursuit meetings
Determine scope of services for pursuits based on client proposals or conversations
Create client pursuit materials in Word, PowerPoint, and Excel to share Deloitte's capabilities, experience, and qualifications
Manage technical scoping and solution communications with account teams, vendors, 3rd party service providers, Deloitte leadership, and client personnel, where needed, during the pursuit process
Act as the primary technical interface between the engagement team service leads for all in-scope services
Identify and develop opportunities to provide new and expanded services
Demonstrate ability to manage multiple pursuits across the Digital Identity service portfolio
Seek opportunities and offer guidance on how to improve the sales methodology including owning and driving internal improvement initiatives
Prepare, produce, and deliver materials used for reporting on opportunities and sales
Analyze opportunity and sales data for insights and trends to shape future solution design
Analyze complex issues to determine impact and to suggest alternative solutions based on client needs and objectives
7+ years working in security information and/or technology engineering support experience
Ability to translate client requirements into solution design that can be delivered by the Digital Identity team
Highly proficient in Microsoft applications including PowerPoint, Word, and Excel
Excellent interpersonal and organizational skills
Excellent oral and written communication skills
Experience with identity technologies such as Okta, SailPoint, ForgeRock, CyberArk, AWS, Saviynt, Azure, GCP, Transmit Sec, and BeyondTrust
Basic knowledge in system security architecture and security solutions
Up to 50% travel maybe required, varying based on client coverage
Limited sponsorship maybe available
Strong understanding of Security Assessments, such as NIST CSP
Bachelor of Science with a concentration in computer science, information systems, information security, cloud security, identity, decision sciences, risk management, engineering (mechanical, electrical, industrial) or other business/technology disciplines or equivalent work experience
Strong understanding of threat analysis and enterprise level risk mitigation strategies
Working knowledge of operating systems and networking technologies in general
Working knowledge of cyber threats, defenses, motivations and techniques
Strong analytical and problem-solving skills
Creative design skills across Microsoft application suite
Self-motivated to improve knowledge and skills
A strong desire to understand the what as well as the why and the how of security incidents
Certified Information Systems Security Professional (CISSP)
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.