Solutions Consultant - SLED

Overview

Company

Description:

Palo Alto Networks is a cybersecurity company focused on protecting the digital way of life and challenging the status quo in the industry. Our mission is to be the cybersecurity partner of choice, with a vision of a safer world, and a culture that values innovators shaping the future of cybersecurity. The team emphasizes collaboration, real-time problem solving, and strong relationships when in-office work is appropriate.

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. You provide technical leadership and guidance on your customer’s security transformation journey, define technical solutions that secure key business imperatives, and evangelize PANW leadership across on-prem, cloud, and security operations services to establish PANW as the customer’s cybersecurity partner of choice.

• Curiosity is core to the Solutions Consultant role; you view complex problems as opportunities to learn and deliver innovative solutions.
• Meet and exceed sales quotas by building and implementing strategic, technical account plans that target cross-platform solutions.
• Understand customer business requirements and the ability to position, demonstrate, and create high-level designs across the PANW portfolio to create business value for customers.
• Drive customer adoption of the Palo Alto Networks Platform, building relationships to achieve increased productivity, operational efficiency, security efficacy, and flexibility to innovate.
• Conduct discovery to articulate key technical, operational, and commercial imperatives of prospects and customers.
• Collaborate with Professional Services, Customer Success, and Specialist teams to ensure successful implementation and adoption of solutions.
• Demonstrate strong communication skills through engaging presentations and customer-specific demos; conduct technical engagements and workshops that are clear and impactful.
• Lead successful technical validation efforts based on best practices to ensure technical win in opportunities.
• Provide cross-functional leadership, coordinating Specialists, Channel Resources, and Customer Support to ensure a one-team approach.
• Promote end-to-end solutions that include PANW and partner professional services to accelerate business value realization.
• Understand the competitive landscape and differentiate PANW's cybersecurity leadership.
• Invest in technical and professional growth and participate in the Solutions Consultant community and industry events.
• Identify technical stakeholders and build relationships with key personas to drive a security architecture transformation roadmap.

• 6+ years of experience in pre-sales or sales engineering.
• Skilled in at least one of:
  Networking, Network Security, Cybersecurity, Private/Public Cloud Security, SOC/Endpoint, or SASE.
• Experience delivering cybersecurity solutions that solve technical challenges and influence business initiatives is preferred.
• Influencing and gaining buy-in from key stakeholders; prior pre-sales experience is ideal.
• Creating and delivering technical presentations, workshops, or technical validation engagements.
• Experience in selling, designing, implementing, or managing Network Security, SASE, SaaS, CNAPP, and/or SOC Transformation Technologies.
• Partnering with Customer Support to ensure successful implementation and adoption of sold solutions.
• Experience in complex sales with long cycles and multiple buying centers; multi-product solutions are preferred.
• This is a field sales role with travel requirements to support in-person customer meetings; discuss specifics with the recruiter.
• Proficient in English.

Solutions Consultant team members work with large organizations worldwide to keep digital environments protected. The team educates, inspires, and empowers potential clients in transforming their security architectures. You will be supported by a team focused on solutions selling, learning, and development, with a mission…