Solutions Consultant 2 - Federal

About 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.

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 have the ability to position, demonstrate, and create high-level designs across the entire PANW portfolio solutions creating business value for customers.
• Drive customer adoption of 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 your prospects and customers.
• Work closely with Professional Services, Customer Success and Specialist teams to ensure overall customer implementation and adoption of solutions.
• 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 your ever-increasing contributions to the success of our customers 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 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.
• 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.
• Create and deliver 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.
• Partner 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 are preferred.
• This is a field sales position where travel requirements may be required to support in-person customer meetings, please discuss with the recruiter on the specifics for this position.
• Proficient in English.