Solutions Consultant 2 - Federal Systems Integrators (FSI)

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 teamsDemonstrating strong communication skills and the ability to influence through effective presentations and customer-specific demos, technical engagements, and workshopsCreate technical account plans/customer success plans that detail an 12-24 month technology consumption roadmapOwn all technical motions and health of your FSI accounts across the full customer lifecycle to include working closely with your Field account team counterpartsIdentify and document specific problems with prospective and current customers which can be solved through the deployment of integrated solutionsProvide product demonstrations and Best Practice Assessments to customers and prospectsEnsure ongoing customer happiness, support, and adoptionAct as the customer advocate for any issues that require technical assistance and follow up with the customer until the issue is resolvedUnderstand and effectively differentiate against our top competitorsSolution 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 pointsSupport 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 growthCreate compelling and compliant by solutions that focus on customer outcomes driven by the features and strengths of PANW platformsConduct 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 campaignsTravel to Federally focused conferences & events, FSI-related events, Federal Government industry days, and other OEM and channel partner public sector eventsCollaborate 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