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. As a Solutions Consultant, you provide technical leadership and expertise to guide customers through their security transformation journey. You will define technical solutions that secure key business imperatives and evangelize our industry leadership in on-prem, cloud, and security operations services, establishing PANW as the cybersecurity partner of choice.

Responsibilities

• Meet and exceed sales quotas by building and implementing strategic, technical account plans targeting cross-platform solutions.
• Understand key customer business requirements and position, demonstrate, and create high-level designs across the entire PANW portfolio to create business value.
• 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 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.
• Lead technical validation efforts based on best practices to ensure technical wins in assigned opportunities.
• Demonstrate cross-functional leadership, driving collaboration and orchestrating supporting resources to ensure a cohesive strategy.
• Promote end-to-end solutions, including PANW and/or partner professional services, to ensure customers realize business value sooner.
• Understand the competitive landscape and effectively differentiate PANW's leadership in cybersecurity.
• Continuously develop technical and professional skills to drive contributions to customer success and actively participate in the Solutions Consultant community and industry events.
• Identify technical stakeholders and cultivate relationships to build and drive a security architecture transformation roadmap.

Qualifications

• 6+ years of experience in pre-sales/sales engineering.
• Active Top Secret/SCI security clearance with Full Scope Polygraph.
• Understanding of data networking, modern application design, and cloud architectures.
• Experience delivering cybersecurity solutions that solve technical challenges and influence new business initiatives.
• Ability to influence and gain buy-in from key stakeholders, preferably in a customer-facing or pre-sales role.
• Experience creating and delivering technical presentations, workshops, or validation engagements.
• Experience selling, designing, implementing, or managing solutions such as Network Security, SASE, SaaS, CNAPP, and/or SOC Transformation Technologies.
• Experience partnering with Customer Support to ensure successful implementation and adoption of solutions.
• Experience in complex sales involving long sales processes, multiple buying centers, and multi-product solutions is preferred.
• Proficiency in English.

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 between $206,400.00 - $283,800.00/yr. The offered compensation may also include restricted stock units and a bonus.

Additional Information

This is a remote, field sales position with potential travel requirements to support in-person customer meetings. Palo Alto Networks is an equal opportunity employer, committed to diversity and providing reasonable accommodations for qualified individuals with disabilities. This role is not eligible for immigration sponsorship.