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. You will play a key role in defining technical solutions that secure a customer’s key business imperatives and ensuring value realization of their investment with Palo Alto Networks.

You evangelize our industry leadership in on-prem, cloud, and security operations services that establish PANW as your customer’s cybersecurity partner of choice.

• Meeting and exceeding sales quotas by building and implementing strategic, technical account plans that target cross‑platform solutions.
• Understands key customer business requirements and has the ability to position, demonstrate, and create high‑level designs across the entire PANW portfolio solutions, creating business value for customers.
• Ability to drive customer adoption of Palo Alto Networks Platform by building customer relationships to 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 are clear and impactful, simplifying complex ideas for various audiences.
• Leading successful technical validation efforts based on best practices to ensure technical win in assigned opportunities.
• Demonstrating cross‑functional leadership driving collaboration and orchestrating supporting resources (Specialists, Channel Resources, Customer Support) to ensure a one‑team approach with a cohesive strategy.
• Promoting end‑to‑end solutions that include PANW and/or partner professional services to enable customers to 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 your contributions to our customers and participate in the Solutions Consultant community and 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 areas:
  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.
• Familiarity with influencing and gaining buy‑in from key stakeholders in a customer‑facing or internal role; prior pre‑sales experience ideal.
• Creating and delivering technical presentations, workshops, or technical validation engagements.
• Experience selling, designing, or managing Network Security, SASE, SaaS, CNAPP, 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.
• Field sales position with potential travel requirements; discuss specifics with recruiter.
• Proficient in English.

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 the annual range listed below.…