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.

• 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 PANW portfolio solutions creating business value for customers.
• Drive customer adoption of the Palo Alto Networks Platform and build relationships that increase productivity, operational efficiency, security efficacy, and flexibility to innovate.
• Conduct discovery to understand and articulate 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, influence through effective presentations and customer‑specific demos, and conduct technical engagements and workshops that are clear and impactful, simplifying complex ideas for various audiences.
• Lead successful technical validation efforts based on best practices to ensure technical win in assigned opportunities.
• Demonstrate cross‑functional leadership to drive collaboration and orchestrate supporting resources (Specialists, Channel Resources, Customer Support) for 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 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.

• 6+ years of experience in pre‑sales/sales engineering.
• Strong understanding of data networking, security architectures, and modern cloud computing environments.
• Experience delivering cybersecurity solutions that solve technical challenges and influence new business initiatives preferred.
• Influencing and gaining buy‑in from key stakeholders, either 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, 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 preferred.
• Field sales position; travel may be required to support in‑person customer meetings.
• 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. The offered compensation…