Solutions Consultant 2

About Us

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. We weave AI into the fabric of everything we do and use it to augment the impact every individual can have.

Our culture values trust, accountability, and shared success where your work truly matters. This role is remote, enabling collaboration across geographies to solve big problems, stay close to our customers, and grow together.

The Role

The Solutions Consultant is the evolution of the traditional Sales Engineering role, aligning how we best serve our customers in understanding their environment, providing solution guidance, and ensuring value realization in their investment with Palo Alto Networks.

As a Solutions Consultant, you provide technical leadership and expertise in your customer’s security transformation journey. You play a key role in defining technical solutions that secure a customer’s key business imperatives and ensure value realization of their investment with Palo Alto Networks. You evangelize our industry leadership in on-prem, cloud, and security operations services that establish Palo Alto Networks as your customer’s cybersecurity partner of choice.

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 Palo Alto Networks portfolio to create 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, customer-specific demos, and technical engagements that simplify complex ideas for various audiences.
• Lead successful technical validation efforts based on best practices to ensure technical wins in assigned opportunities.
• Demonstrate cross-functional leadership by driving collaboration and orchestrating supporting resources (Specialists, Channel Resources, Customer Support) to ensure a cohesive strategy.
• Promote end-to-end solutions that include Palo Alto Networks and/or partner professional services to ensure customers realize business value sooner.
• Understand the competitive landscape and effectively differentiate Palo Alto Networks' leadership in the cybersecurity space.
• Continuously invest in yourself to develop technical and professional skills that drive 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.

Qualifications

• 6+ years of experience in pre-sales/sales engineering.
• Skilled in at least one of the following: Networking, Network Security, Cybersecurity, Private/Public Cloud Security, SOC/Endpoint, or SASE.
• Experience in delivering cybersecurity solutions that solve technical challenges and influence new business initiatives is preferred.
• Ability to influence and gain buy-in from key stakeholders, either in a customer-facing or internal role; prior experience in a pre-sales role is ideal.
• Experience in creating and delivering technical presentations, workshops, or technical validation engagements.
• 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.
• This is a field sales position where travel may be required to support in-person customer meetings.
• Proficient in English.

The Team

Our Solutions Consultant team members work hand-in-hand with large organizations around the world to keep their digital environments protected. We educate, inspire, and empower our potential clients in their journey to transform their security architectures. You are empowered with unmatched systems and tools and a team built on joint success.

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 within the following annual range:

• Base salary range provided in the original job posting (not specified here).

The offered compensation may also include restricted stock units and a bonus. A description of our employee benefits may be found here.