Senior Solutions Engineer - Public Sector

Alto; Greater London; Hybrid; GBP 60,000 - 80,000; Full time

Job summary

Alto is seeking a Public Sector Solutions Engineer to drive technical success for new business opportunities across the UK public sector. The ideal candidate should have a deep understanding of identity security, experience with cloud platforms like AWS and Azure, and a proven track record in solutions engineering.

This role is pivotal in supporting sales strategy while collaborating closely with sales teams to ensure optimal outcomes for our customers. Join a culture that values impact and collaboration.

Qualifications

• Deep understanding of identity security and authentication models.
• Experience with cloud platforms and privileged access management.
• Proven success in a pre-sales or solutions engineering role.

Responsibilities

• Drive technical wins in new business and expansion opportunities.
• Lead technical validation activities including POCs and architecture reviews.
• Collaborate with AEs and partners to support account strategy.

Skills

Identity security

Authentication models

Privileged access management

Technical evaluation best practices

Strong communication skills

Education

Experience in solutions engineering or technical consulting

Tools

AWS

Azure

GCP

Job description

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. 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 as passionate as you are, you're in the right place.

Who We Are

To become the cybersecurity partner of choice, we must trailblaze the path and shape the future of our industry. This is what our employees work at each day, defined by our values: Disruption, Collaboration, Execution, Integrity, and Inclusion. We weave AI into everything we do, augmenting the impact each individual can have. If you are passionate about solving real‑world problems and ideating beside the best and 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 Public Sector Solutions Engineer at CyberArk, you are a trusted technical advisor responsible for driving the technical win in both new business and expansion opportunities. Acting as a CyberArk expert, you align CyberArk’s Identity Security Platform to customer business outcomes through deep discovery, strategic design, and impactful engagements. You will partner closely with AEs and Solution Sales Specialists to support account strategy and deliver technical validation. Your role is pivotal in supporting sales success, influencing architecture decisions, and enabling seamless post‑sale transitions—all through the lens of the MEDDPICC qualification framework. You will have experience working across the UK public sector with specific time spent with MOD, MOJ, DWP, and Home Office.

Key Responsibilities

Opportunity Management – New & Existing Accounts

• Lead technical validation activities including POCs, architecture reviews, and value‑based demos aligned to customer metrics.
• Conduct technical discovery to uncover customer business outcomes, shape decision criteria, and influence the decision process.
• Build stakeholder maps and identify champions who support technical and business case development.
• Validate solution fit, address technical objections, and contribute to forecasting accuracy based on feasibility and risk.
• Contribute to forecasting accuracy by validating feasibility, risk, and business metrics aligned with MEDDPICC.

Forecasting

• Support deal forecasting by validating technical feasibility, business metrics, and decision criteria.
• Collaborate with AEs, Customer Success Managers, Services, and channel teams to assess implementation risk and business value realization.

Pipeline Generation and Expansion

• Identify and support new opportunities within accounts by transforming customer security architectures.
• Act as a technical evangelist, highlighting how CyberArk’s solutions deliver enterprise value across UK public sector.
• Participate in strategic account planning, stakeholder mapping, and growth identification.
• Enable and collaborate with partners to support technical readiness and joint opportunity execution across the UK public sector.

Cross‑Functional Collaboration & Handover

• Provide structured, insights‑based handovers to Services, Customer Success, and partner teams.
• Support AEs and Solution Sales in aligning technical validation to sales strategy and customer priorities.

Thought Leadership & Enablement

• Represent CyberArk at industry events, webinars, and workshops as a subject‑matter expert on identity security and Zero Trust.
• Mentor peers and partners; provide actionable feedback to internal product and field teams.

Qualifications

• Deep understanding of identity security, authentication models, and privileged access management.
• Experience designing and deploying solutions across cloud platforms (AWS, Azure, GCP).
• Strong grasp of integration patterns and technical evaluation best practices, including building and designing across the UK public sector.
• Demonstrated success in a pre‑sales, solutions engineering, or technical consulting role.
• Experience collaborating with or supporting channel partners in a technical capacity.
• UK public sector experience.
• SC or DV clearance is advantageous.
• Skilled in mapping technical capabilities to business impact.
• Familiar with MEDDPICC or similar qualification frameworks and how they support deal progression.
• Comfortable engaging stakeholders at multiple levels—from technical teams to executives.
• Strong communication, demo delivery, and presentation skills.
• Proactive, collaborative, and solutions‑focused with strong active listening ability.
• Ability to travel where required for customer meetings, partner engagements, and events.

Our Commitment

We are committed to providing reasonable accommodations for all qualified individuals with a disability. If you require assistance or accommodation due to a disability or special need, please contact [e-mail].

Palo Alto Networks is an equal‑opportunity employer. We celebrate diversity in our workplace, and all qualified applicants will receive consideration for employment without regard to age, ancestry, color, family or medical leave, gender identity or expression, genetic information, marital status, medical condition, national origin, physical or mental disability, political affiliation, protected veteran status, race, religion, sex (including pregnancy), sexual orientation, or other legally protected characteristics. All your information will be kept confidential according to EEO guidelines.

Is role eligible for immigration sponsorship? No. We will not sponsor applicants for work visas for this position.