Solutions Consultant 2

Palo Alto Networks • Boston, MA

6d • $206,400 - $283,800 • Remote

About The Position

The Solutions Consultant is an evolution of the traditional Sales Engineering role, helping customers understand their environments, receive solution guidance, and realize value from their Palo Alto Networks investments. The role provides technical leadership throughout customer security transformation journeys and defines technical solutions that address key business imperatives.

The Solutions Consultant owns the technical customer relationship end to end, including solution fit, validation, deployment readiness and quality, adoption, and ongoing account health. The role supports Palo Alto Networks’ on-premises, cloud, and security operations offerings and works to establish the company as customers’ cybersecurity partner of choice. This is a remote role, with hybrid teams collaborating across geographies.

Requirements

• At least 6 years of technical pre-sales experience.
• Consistent record of meeting or exceeding sales targets, including executing seven-figure opportunities with extended sales cycles, multiple buying centers, and multi-product solutions.
• Ability to influence stakeholders and gain buy-in in customer-facing engagements.
• Experience independently creating and delivering customized technical presentations, workshops, or technical validation engagements across varied environments for strategic 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 high-value accounts, typically 10–30.
• Technical expertise or experience selling, designing, implementing, or managing one or more of: Networking, Network Security, Cybersecurity, Private/Public Cloud Security, SOC/Endpoint, SASE, or AI Security.
• Technical curiosity and ability to develop skills in emerging domains, using AI fluency to improve 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 developing and executing strategic technical account plans for complex sales engagements involving senior executives, technical buyers, and procurement teams.
• Conduct advanced discovery to understand and align with customers’ technical and operational priorities.
• Build senior customer relationships, including with VP-level stakeholders, to establish trusted partnerships and develop security architecture transformation roadmaps.
• Use customer business requirements to position, demonstrate, and create high-level designs across the Palo Alto Networks portfolio for large, complex enterprises.
• Lead complex technical validation efforts using advanced practices tailored to customer environments.
• Promote integrated solutions incorporating Palo Alto Networks technologies and collaborate with Professional Services to expand customer outcomes and platform adoption.
• Own assigned accounts’ day-to-day technical needs, serving as the primary technical advisor and ensuring solution validation, deployment readiness, cross-product alignment, 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 guide continued value realization and adoption.
• Collaborate with Professional Services, Customer Success, Specialists, Channel partners, and Support teams to align strategies, remove obstacles, and deliver a seamless customer journey.
• Communicate effectively in technical engagements, tailored briefings, use-case demonstrations, and workshops that translate complex security concepts into 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

• 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.

What This Job Offers

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