Channel Solutions Consultant 2

Palo Alto Networks • Charlotte, FL

7d • $206,400 - $283,800 • Remote

About The Position

The Solutions Consultant is the evolution of the traditional Sales Engineering role, focused on helping customers understand their environments, receive solution guidance, and realize value from their Palo Alto Networks investment. The role provides technical leadership throughout customers’ security transformation journeys and takes end-to-end technical ownership of assigned accounts, including solution fit, deployment quality, adoption, and ongoing technical health. The consultant evangelizes Palo Alto Networks’ on-premises, cloud, and security operations services and establishes the company as customers’ cybersecurity partner of choice.

This remote role supports customers and teams across geographies and requires up to 50% travel within the assigned territory. The consultant develops technical account plans, leads complex sales and validation engagements, advises customer stakeholders, and collaborates across internal teams and channel partners to deliver outcomes throughout the customer lifecycle.

Requirements

• At least 6 years of technical pre-sales experience.
• Consistent history of meeting or exceeding sales targets, including a track record of executing seven-figure opportunities with extended sales cycles, multiple buying centers, and multi-product solutions.
• Ability to influence and gain buy-in from key stakeholders in customer-facing engagements.
• Experience independently creating and delivering customized technical presentations, workshops, or technical validation engagements across varied environments for strategic customer accounts.
• Pre-sales experience with large, complex enterprises, typically with multi-billion-dollar revenue and global or multi-regional operations, and ability to manage a targeted portfolio of typically 10–30 high-value accounts.
• Technical expertise or experience in selling, designing, implementing, or managing one or more of the following: Networking, Network Security, Cybersecurity, Private/Public Cloud Security, SOC/Endpoint, SASE, or AI Security.
• Technical curiosity and ability to self-develop skills in emerging domains, using high AI fluency to elevate work quality and accelerate outcomes.

Nice To Haves

• Demonstrated success selling, implementing, or managing SaaS offerings.
• Experience partnering with customer success or support functions to ensure successful implementation and drive solution adoption.
• Prior experience architecting and positioning cybersecurity solutions that address technical challenges and support new business initiatives.

Responsibilities

• Meet and exceed sales quotas by building and implementing strategic technical account plans for complex sales engagements involving senior executives, technical buyers, and procurement teams.
• Conduct advanced discovery to understand and align with prospects’ and customers’ technical and operational priorities.
• Build C-level relationships with CIOs, CISOs, and CSOs to establish Palo Alto Networks as a strategic partner and advance security architecture transformation roadmaps.
• Position, demonstrate, and create high-level designs across the Palo Alto Networks portfolio based on customer business requirements, creating value for large, complex enterprises.
• Lead complex technical validation efforts using advanced best practices tailored to customer environments to secure technical wins.
• Promote integrated solutions involving Palo Alto Networks technologies and collaborate with Professional Services to expand customer outcomes and platform adoption.
• Own day-to-day technical relationships for assigned accounts, serving as primary technical advisor and ensuring solution validation, deployment readiness, cross-product alignment, expanded adoption, and sustained technical health.
• Monitor customer usage and outcomes after the sale to identify optimization opportunities, emerging needs, and risks; partner with account teams to re-engage customers and support continued value and platform adoption.
• Collaborate with Professional Services, Customer Success, Specialists, Channel partners, and Support teams to align strategies, remove obstacles, and deliver a seamless customer lifecycle.
• Deliver technical engagements, tailored solution briefings, use-case-driven demonstrations, and workshops that communicate operational value and support customer decision-making.
• Maintain knowledge of the competitive landscape, differentiate Palo Alto Networks solutions, and use situational objection handling and technical advocacy to align customer strategy.
• Continuously develop technical and professional expertise and contribute to the Solutions Consultant community through knowledge sharing and participation in internal and industry events.

Benefits

• Restricted stock units may be included in compensation.
• A bonus may be included in compensation.
• Employee benefits are referenced, but specific benefits are not listed in the posting.

What This Job Offers

• Job Type: Full-time
• Career Level: Senior
• Education Level: No Education Listed