Director Solutions Consulting

Palo Alto Networks • Seattle, WA

5d • $330,300 - $385,350 • Remote

About The Position

The Solutions Consulting Director leads Solution Consulting Managers and supports Solution Consultants, who serve as technical experts assisting the sales team in growing Palo Alto Networks accounts. The role calls for business and sales acumen, strong security platform and application architecture knowledge, and a successful track record managing teams. The position is described as remote, with collaboration across geographically distributed hybrid teams. The posting also states that office-based employees are expected to work in the office four days per week and may work from a location of their choice one day per week; it does not clarify whether this specific role is office-based.

The director partners with sales leaders to shape and execute enterprise-wide initiatives that grow revenue and market share. The role advises senior customer and partner executives, aligns security solutions with business priorities, expands strategic customer and partner relationships, and leads initiatives that increase pipeline velocity, deal size, sales productivity, adoption, renewals, and portfolio expansion. The director also manages and develops technical teams, oversees complex evaluations, and acts as an escalation point for significant pre-sales and post-sales technical challenges.

The position requires extensive experience in technical pre-sales, consulting, or solution engineering, including leadership of people managers and scaled field teams. The successful candidate combines executive presence, technical expertise, commercial orientation, strategic thinking, and the ability to influence across a complex, matrixed organization. Travel is listed as 50%.

Requirements

• 12+ years of progressive experience in technical pre-sales, consulting, or solution engineering.
• 5+ years overseeing people leaders and scaling technical teams across field organizations.
• Strong track record as a trusted advisor to key customers and strategic partners, anticipating and addressing complex security requirements.
• Executive leadership, deep technical expertise, business insight, a Challenger sales mentality, and a growth mindset.
• Current knowledge of security product trends, competitive landscapes, and Palo Alto Networks product direction and technology development.
• Ability to architect and deliver comprehensive, business-centric security solutions aligned with Palo Alto Networks' value proposition.
• Sophisticated understanding of competitive selling strategies and market disruptors.
• Experience working directly with senior customer stakeholders and with industry partners and alliances.
• Executive presence and ability to influence strategic decisions across sales, marketing, product, and engineering.
• Ability to translate technical solutions into clear and compelling business narratives for senior decision-makers.
• Commercial orientation and commitment to customer success, revenue growth, and market-share expansion.
• Hands-on, detail-oriented approach when needed to ensure operational excellence and understanding of business details.
• Ability to independently lead complex, cross-functional strategic projects from initiation through completion.
• Decisive leadership, urgency, and ability to drive teams toward ambitious goals.
• Ability to plan collaboratively with sales and marketing leaders and build strong partnerships with product organizations.

Responsibilities

• Partner with sales leadership to define and execute enterprise-wide initiatives that increase market share and revenue in key accounts.
• Architect and optimize technical pre-sales operations and scalable processes to exceed revenue, team, and organizational goals.
• Advise C-suite customers and partners on industry developments, customer challenges, technical innovations, and business transformations that inform security strategies and investment decisions.
• Translate customer business and technical priorities into compelling value propositions tied to operational efficiency, risk reduction, and competitive advantage.
• Drive consistent use of account-planning methods and delivery of business-focused solutions for complex security needs.
• Lead and measure initiatives with sales and technical leaders to accelerate pipeline velocity, increase deal size, and improve sales productivity.
• Develop executive relationships with strategic partners and execute joint initiatives to increase sales productivity and market penetration.
• Lead portfolio expansion, upsell, and cross-sell initiatives for subscriptions and strategic solutions.
• Build enduring customer relationships that maximize adoption, renewals, and expansion across the Palo Alto Networks portfolio.
• Track and exceed metric-based goals, emphasizing measurable business impact and return on investment.
• Identify and communicate initiative outcomes, deficiencies, and strategic implications, and recommend improvements.
• Lead talent development and retention efforts, support employee promotions, and build high-performing teams.
• Collaborate across a matrixed organization, including Support, Finance, WW SE, HR, and Product Management.
• Serve as an escalation point for critical pre-sales and post-sales technical issues and guide resolution of complex challenges.
• Mentor and support Solutions Architects and Sales Engineers, developing their technical expertise, executive presence, and careers.
• Oversee strategic planning and execution of complex product evaluations, ensuring timely completion and effective use of resources.
• Work with sales, marketing, and product leaders to shape strategy, roadmaps, and go-to-market approaches.
• Travel 50%.

Benefits

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

What This Job Offers

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