Channel Solutions Consultant 2

Palo Alto Networks • Charlotte, NC

5d • Remote

About The Position

The Solutions Consultant provides technical leadership and guides customers through security transformation journeys. The role defines technical solutions that secure customer business priorities and takes end-to-end technical ownership of assigned accounts, ensuring solution fit, deployment quality, adoption, and ongoing technical health throughout the customer lifecycle. The consultant evangelizes Palo Alto Networks’ on-premises, cloud, and security operations services and works to establish the company as customers’ cybersecurity partner of choice.

The role serves large, complex enterprise customers and supports strategic opportunities through technical account planning, discovery, executive engagement, solution design, demonstrations, workshops, and technical validations. It also supports customers after the sale by monitoring usage and outcomes, identifying optimization opportunities and risks, and working with account teams and cross-functional partners to sustain customer value and platform adoption. The position is remote, with travel of up to 50% within the territory required.

Requirements

• At least 6 years of technical pre-sales experience.
• Consistent history of meeting or exceeding sales targets.
• Track record executing seven-figure opportunities involving 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.
• Ability to manage a targeted portfolio of high-value accounts, typically 10–30.
• Technical expertise or experience selling, designing, implementing, or managing one or more of the following: networking, network security, cybersecurity, private or public cloud security, SOC/endpoint, SASE, or AI security.
• Technical curiosity and ability to self-develop skills in emerging domains, using AI fluency to elevate work quality and accelerate outcomes.
• Willingness to travel up to 50% within the territory.

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, multi-threaded sales engagements.
• Conduct advanced discovery to understand and align customer technical and operational priorities.
• Build C-level relationships with CIOs, CISOs, and CSOs to establish strategic partnerships and guide security architecture transformation roadmaps.
• Use customer business requirements to position and demonstrate portfolio solutions and create high-level designs for large, complex enterprises.
• Lead complex technical validation efforts tailored to customer environments and best practices.
• Promote integrated solutions and collaborate with Professional Services to drive customer outcomes and platform adoption.
• Own assigned accounts technically, serving as the primary technical advisor and ensuring solution validation, deployment readiness, adoption, alignment, and ongoing account 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 expand adoption.
• Collaborate with Professional Services, Customer Success, Specialists, Channel partners, and Support teams to align strategies, remove obstacles, and support customers throughout the lifecycle.
• Deliver technical engagements, tailored solution briefings, use-case-driven demonstrations, and workshops that communicate operational value.
• Maintain knowledge of the competitive landscape and differentiate Palo Alto Networks solutions through technical advocacy and situational objection handling.
• Continuously develop technical and professional expertise and contribute to the Solutions Consultant community through knowledge sharing and participation in internal and industry events.

Benefits

• Compensation may include restricted stock units and a bonus.
• Employee benefits are referenced, but specific benefits are not listed in the job description.

What This Job Offers

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