Solutions Engineer - Enterprise Accounts, East

About this role

Our Mission

At Palo Alto Networks®, we’re united by a shared mission—to protect our digital way of life. We thrive at the intersection of innovation and impact, solving real-world problems with cutting-edge technology and bold thinking. Here, everyone has a voice, and every idea counts. If you’re ready to do the most meaningful work of your career alongside people who are just as passionate as you are, you’re in the right place.

Who We Are

In order to be the cybersecurity partner of choice, we must trailblaze the path and shape the future of our industry. This is something our employees work at each day and is defined by our values: Disruption, Collaboration, Execution, Integrity, and Inclusion. We weave AI into the fabric of everything we do and use it to augment the impact every individual can have. If you are passionate about solving real-world problems and ideating beside the best and the brightest, we invite you to join us!

This role is remote, but distance is no barrier to impact. Our hybrid teams collaborate across geographies to solve big problems, stay close to our customers, and grow together. You will be part of a culture that values trust, accountability, and shared success where your work truly matters. Job Summary

As a Senior Solutions Engineer at Idira [CyberArk] , you will be at the forefront of demonstrating the value of our identity security solutions to both prospective and existing Enterprise customers. In this role, you will showcase how Idira [CyberArk] secures critical assets across hybrid cloud environments, distributed workforces, and emerging AI-driv en workloads through product demos, presentations, and Proof of Concepts (POCs).

You will leverage your technical expertise and sales acumen to guide clients through the technology evaluation phase. Working closely with the sales team, you will act as the primary technical resource, serving as the key technical advisor and advocate for Idira’s solutions, ensuring that clients understand the business, technical, and compliance benefits.

Expectations include expertise in industry-specific security needs across Healthcare, Finance, Retail, Energy, Insurance, Pharmaceuticals, and Manufacturing. You’ll leverage this knowledge to address unique security challenges—including the rapid adoption and securing of AI technologies—designing optimal solutions that align with customers’ infrastructure and datacenter environments.

Success in this role depends on clearly communicating complex technical concepts to both business and technical stakeholders. We are seeking a solution-driven professional passionate about solving modern security challenges across global industries.

Key Responsibilities

• Subject Matter Expertise: Act as a subject matter expert on Idira’s Identity Security solutions, delivering technical guidance and business-value demonstrations to Enterprise customers and partners.

• AI & Machine Identity Governance: Advise customers on securing non-human identities, including AI models, automated LLM agents, and developer pipelines, ensuring strict access control and least-privilege principles.

• Pipeline Growth: Proactively seek out new sales opportunities by developing new and existing technical relationships within prospective accounts, partners, and current active customers.

• Proof of Concepts: Lead Proof of Concept (POC) evaluations to showcase Idira’s security solutions to Enterprise customers and prospects.

• RFP/RFI Support: Support RFP/RFI responses, ensuring Idira’s solutions meet enterprise requirements.

• Client Retention: Foster long-term relationships with technical teams and executives to ensure customer success with Idira solutions.

• Partner Enablement: Support and enable Idira’s partner network, ensuring they can effectively communicate the value of the Idira Identity Security Platform to their Enterprise clients.

• Thought Leadership: Represent Idira as a thought leader by engaging in public speaking, webinars, or industry forums to educate and influence customers and partners on modern security vectors (e.g., Identity Security for AI).

• Customer Advocacy: Serve as the customer advocate, relaying key requirements to internal teams and conveying customer requirements to Product Management teams.

• Team Collaboration: Actively engage and contribute to the internal teams, serving as a resource and mentor to others when appropriate.

Qualifications • Education: MIS, Computer Science degree, or equivalent experience.

• Experience: 5+ years in pre-sales, ideally in identity, PAM/IAM, or cybersecurity pre-sales.

• Technical Expertise: • Hands-on administration of AWS, Azure, or GCP (IaaS/PaaS).

• Strong background in Windows Server, Active Directory, LDAP, and federation services.

• Deep understanding of authentication, authorization, federation, SSO, MFA, RBAC, and JIT/ZSP models.

• Familiarity with securing AI/ML pipelines, Large Language Model (LLM) ecosystem integrations, and autonomous AI agents.

• Awareness of AI-specific security frameworks and risks (e.g., OWASP Top 10 for LLMs, prompt injection data risks, shadow AI mitigation).

• Familiarity with Terraform, CloudFormation, or ARM templates.

• Exposure to endpoint management and least privilege tools.

• Proficiency in UNIX/Linux, database security, network security, scripting, and DevOps practices.

• Integration Skills: Proven ability to integrate third-party solutions seamlessly within complex enterprise environments.

• Automation: Experience scripting for automation of repetitive tasks, API utilization, or demo workflows.

• CyberArk: Prior experience with CyberArk solutions.

• Certifications (one or more): CISSP, CCSP, CEH, AWS Security, Google Cloud Security, Azure Security, or relevant AI security certifications.

• Soft Skills: • Strong presentation skills; ability to deliver high-quality demos to technical and executive audiences.

• Excellent communication and interpersonal skills; adept at building relation

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