Solutions Engineer - Public Sector - SLED

About the role

The Senior Solutions Engineer at Palo Alto Networks - Idira (CyberArk) plays a pivotal role in demonstrating the value of Idira’s identity security solutions to prospective and current SLED customers. This role involves engaging with clients via demos, presentations, meetings, and Proof of Concepts (POCs) to showcase how Idira secures critical assets across hybrid cloud environments and distributed workforces.

Responsibilities

• Serve as the subject matter expert on Idira's Identity Security solutions, providing in-depth knowledge and technical guidance to public sector organizations and partners, through business value presentations, solution demonstrations, architecture reviews, etc.
• Proactively seek out new sales opportunities by developing new and existing technical relationships within prospective accounts, partners, and current active customers.
• Plan, execute, and manage Proof of Concept (POC) evaluations with potential and existing public sector customers, demonstrating how Idira’s solutions can solve their security challenges.
• Aid in the preparation and response to Requests for Proposals (RFPs) and Requests for Information (RFIs), positioning Idira’s solutions for success in public sector evaluations.
• Build and maintain strong, long-term relationships with technical teams and executive stakeholders within public sector organizations, ensuring they achieve success and satisfaction with Idira’s solutions.
• Support and enable Idira’s partner network, ensuring they can effectively communicate the value of Idira to their public sector clients.
• Represent Idira at industry events, partner seminars, trade shows, and marketing initiatives, showcasing the value of Identity Security solutions to government and educational organizations.
• Able to convey customer requirements to Product Management teams, Professional Services and other internal Idira teams on behalf of customers and partners.
• Actively engage and contribute to the internal teams, serving as a resource and mentor to others when appropriate.
• Light travel required (

Requirements

• Educational Requirement: A degree in MIS/Computer Science or equivalent experience required.
• Pre-Sales Experience: 5+ Years experience in a presales technical role, ideally specifically with identity management or security technologies. Including the ability to build relationships at multiple levels to work cross organizationally toward solutions; excellent leadership and consensus building skills.
• Expertise in Government IT & Security Requirements: Experience working in or a strong understanding of public sector IT environments, including familiarity with government-specific security requirements (FIPS, FedRAMP, ATOs, STIGs/hardening), security accreditation processes, and public sector procurement procedures. (NIST 800-53 and ATO processes).
• Collaborative & Solution-Oriented: Ability to work closely with customers and internal teams to build tailored solutions that address the unique needs of public sector organizations.
• Identity Security Proficiency: Knowledge of identity security technologies, Identity and Access Management solutions, Identity Governance solutions, Privileged access management (PAM), and related security solutions. Experience with key security concepts such as authentication, authorization, and encryption are essential.
• Windows/Active Directory Expertise: Hands-on experience with Windows Server and Active Directory administration, Directory Services (LDAP, AD, Federation, Bridging), and familiarity with UNIX/Linux systems. Knowledge of database security, network security, scripting, and DevOps practices is highly desirable.
• Cloud Technology Expertise: Experience with IaaS/PaaS administration and support within cloud providers (AWS, Azure, GCP) are highly desirable.
• Strong Communication & Presentation Skills: Ability to communicate complex technical concepts clearly and effectively to both technical and non-technical stakeholders, including executives and government officials.
• Certifications: Industry recognized certifications are highly desirable (i.e. CISSP, CEH).
• Travel: Ability to travel up to 50% as needed when safe to do so.
• Idira Technical Experience: Prior experience with Idira Software solutions is preferred or relevant experience with enterprise applications, security management, systems management, identity management, and/or policy management solutions preferred especially in the Identity and Privileged access.