Solutions Consultant

Company Description

Our Mission At Palo Alto Networks® everything starts and ends with our mission:

Being the cybersecurity partner of choice, protecting our digital way of life.
Our Vision is a world where each day is safer and more secure than the one before. We are a company built on the foundation of challenging and disrupting the way things are done, and we’re looking for innovators who are as committed to shaping the future of cybersecurity as we are.

Who We Are This role is remote, but distance is no barrier to impact. Our hybrid teams collaborate across geographies to solve big problems, stay close to our customers, and grow together. You will be part of a culture that values trust, accountability, and shared success where your work truly matters.

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 have the ability to position, demonstrate and create high level designs across the entire PANW portfolio solutions creating business value for customers.
• Drive customer adoption of Palo Alto Networks Platform by building relationships to help 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, influencing 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.
• Show cross‑functional leadership driving collaboration and orchestrating supporting resources (Specialists, Channel Resources, Customer Support) to ensure 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 your 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 experience in pre‑sales/sales engineering – preferably selling to or through Federal Systems Integrators.
• 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.
• Experience working with Northrup Grumman.
• Influence and gain buy‑in from key stakeholders, either in a customer‑facing or internal role; prior pre‑sales experience is ideal.
• Create and deliver…