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 Team
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:
10+ 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
At Deloitte, our professional development plan focuses on helping people at every level of their career to identify and use their strengths to do their best work every day. From entry-level employees to senior leaders, we believe there’s always room to learn. We offer opportunities to help sharpen skills in addition to hands-on experience in the global, fast-changing business world. From on-the-job learning experiences to formal development programs at Deloitte University, our professionals have a variety of opportunities to continue to grow throughout their career. At Deloitte, we know that great people make a great organization. We value our people and offer employees a broad range of benefits.Our positive and supportive culture encourages our people to do their best work every day. We celebrate individuals by recognizing their uniqueness and offering them the flexibility to make daily choices that can help them to be healthy, centered, confident, and aware. We offer well-being programs and are continuously looking for new ways to maintain a culture where our people excel and lead healthy, happy lives. Deloitte is led by a purpose: to make an impact that matters. This purpose... defines who we are and extends to relationships with our clients, our people and our communities. We believe that business has the power to inspire and transform. We focus on education, giving, skill-based volunteerism, and leadership to help drive positive social impact in our communities. We want job seekers exploring opportunities at Deloitte to feel prepared and confident. To help you with your interview, we suggest that you do your research: know some background about the organization and the business area you’re applying to.
