Solutions Consultant 2

About the Role

As a Solutions Consultant, you provide technical leadership, expertise, and guidance in your customer's security transformation journey. You will play a key role in defining technical solutions that secure a customer's key business imperatives and ensuring value realization of their investment with Palo Alto Networks. You evangelize the company's industry leadership in on-prem, cloud, and security operations services that establish PANW as your customer's cybersecurity partner of choice. This is a field sales position where travel requirements may be required to support in person customer meetings. The role is remote, and hybrid teams collaborate across geographies to solve big problems, stay close to customers, and grow together.

Responsibilities

• Meet and exceed sales quotas by building and implementing strategic, technical account plans that target cross-platform solutions.
• Understand key customer business requirements and position, demonstrate, and create high-level designs across the entire PANW portfolio of solutions, creating business value for customers.
• Drive customer adoption of the Palo Alto Networks Platform.
• Build customer relationships by helping customers achieve increased productivity, operational efficiency, security efficacy, and greater flexibility to innovate.
• Conduct discovery to understand and articulate the key technical, operational, and commercial imperatives of prospects and customers.
• Work closely with Professional Services, Customer Success, and Specialist teams to ensure overall customer implementation and adoption of solutions.
• Demonstrate strong communication skills, influencing through effective presentations and customer-specific demos, and conduct technical engagements and workshops that are clear and impactful, simplifying complex ideas for various audiences.
• Lead successful technical validation efforts based on best practices to ensure technical win in assigned opportunities.
• Demonstrate cross-functional leadership, driving collaboration and orchestrating supporting resources (Specialists, Channel Resources, Customer Support) to ensure a one-team approach that demonstrates a cohesive strategy.
• Promote end-to-end solutions that include PANW and/or partner professional services to ensure customers realize business value sooner.
• Understand the competitive landscape and effectively differentiate PANW's leadership in the cybersecurity space.
• Continuously invest in yourself to develop technical and professional skills that drive ever-increasing contributions to customer success, while actively participating within the Solutions Consultant community and at industry events.
• Identify technical stakeholders and cultivate relationships with key personas to build and drive a security architecture transformation roadmap.

Requirements

• 6+ years of experience in pre-sales/sales engineering.
• Active Top Secret/SCI clearance with Full Scope Polygraph (security clearance requirement).
• Understanding of data networking and/or modern application design and cloud architectures.
• Experience in delivering cybersecurity solutions that solve technical challenges and influence new business initiatives is preferred.
• Experience influencing and gaining buy-in from key stakeholders, either in a customer-facing or internal role; prior experience in a pre-sales role is ideal.
• Experience creating and delivering technical presentations, workshops, or technical validation engagements.
• Proficient in English.
• This is a field sales position; travel may be required to support in-person customer meetings.

Qualifications

• Experience in selling, designing, implementing, or managing one or more of the following solutions: Network Security, SASE, SaaS, CNAPP, and/or SOC Transformation Technologies.
• Experience partnering with Customer Support functions to ensure successful implementation and adoption of sold solutions.
• Experience in complex sales involving long sales processes with multiple buying centers and multi-product solutions is preferred.

Pay

The compensation offered for this position will depend on qualifications, experience, and work location. For candidates who receive an offer at the posted level, the starting base salary (for non-sales roles) or base salary + commission target (for sales/commissioned roles) is expected to be $198,000.00 – $273,000.00 per year. The offered compensation may also include restricted stock units and a bonus. A description of employee benefits may be found on the Palo Alto Networks careers site.