Solutions Consultant 2 - Federal Systems Integrators

About the role

As a Solutions Consultant, you provide technical leadership and expertise to guide customers in their 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, positioning Palo Alto Networks as the cybersecurity partner of choice.

This role is remote, enabling collaboration across geographies while staying close to customers and growing together within a culture of trust, accountability, and shared success.

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 deliver 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 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 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, one-team approach.
• 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 developing technical and professional skills to drive increasing contributions to customer success while actively participating in the Solutions Consultant community and 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 or sales engineering.
• Skilled in at least one of the following: Networking, Network Security, Cybersecurity, Private/Public Cloud Security, SOC/Endpoint, or SASE.
• Experience delivering cybersecurity solutions that solve technical challenges and influence new business initiatives is preferred.
• Proven 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 creating and delivering technical presentations, workshops, or technical validation engagements.
• Experience 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.

Benefits

A description of our employee benefits may be found here.

Pay

The starting base salary (for non-sales roles) or base salary + commission target (for sales/commissioned roles) is expected to be in the range of $198,000.00 - $273,000.00 per year. The offered compensation may also include restricted stock units and a bonus.