Solutions Consultant

Job Summary

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 and guidance in your customer’s security transformation journey, defining technical solutions that secure a customer’s key business imperatives and ensuring value realization of their investment.

• Active TS Clearance (preferred) / Experience supporting Defense, DoD, or Federal customers
• Meeting and exceeding sales quotas by building and implementing strategic, technical account plans that target cross‑platform solutions.
• Understanding key customer business requirements and positioning, demonstrating, and creating high‑level designs across the entire PANW portfolio solutions to create business value for customers.
• Driving customer adoption of the Palo Alto Networks Platform, building relationships that help customers achieve increased productivity, operational efficiency, security efficacy, and greater flexibility to innovate.
• Conducting discovery to understand and articulate the key technical, operational, and commercial imperatives of prospects and customers.
• Working closely with Professional Services, Customer Success, and Specialist teams to ensure overall customer implementation and adoption of solutions.
• Demonstrating strong communication skills, influencing through effective presentations and customer‑specific demos, and conducting technical engagements and workshops that simplify complex ideas for various audiences.
• Leading successful technical validation efforts based on best practices to ensure a technical win in assigned opportunities.
• Demonstrating cross‑functional leadership by driving collaboration and orchestrating supporting resources (Specialists, Channel Resources, Customer Support) to ensure a one‑team approach that demonstrates a cohesive strategy.
• Promoting end‑to‑end solutions that include PANW and/or partner professional services to ensure customers realize business value sooner.
• Understanding the competitive landscape and effectively differentiating PANW’s leadership in the cybersecurity space.
• Continuously investing in yourself to develop technical and professional skills that drive increasing contributions to the success of our customers while actively participating in the Solutions Consultant community and at industry events.
• Identifying technical stakeholders and cultivating relationships with key personas to build and drive a security architecture transformation roadmap.

• 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 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 pre‑sales experience is ideal.
• 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.
• 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.
• Field sales position; travel requirements may be required to support in‑person customer meetings. This position requires national travel.
• Proficient in English.

The compensation offered for this position will depend on qualifications, experience, and work location. The starting base salary (for non‑sales roles) or base salary + commission target (for sales roles) is expected to be the annual range listed below. The offered compensation may also include restricted…