Solutions Consultant 2

Palo Alto Networks • Boston, MA

5d • Remote

About The Position

The Solutions Consultant is an evolution of the traditional Sales Engineering role, focused on understanding customer environments, providing solution guidance, and ensuring customers realize value from their Palo Alto Networks investments. The role provides technical leadership and guides customers through security transformation journeys, defining technical solutions that address key business imperatives. It has end-to-end technical ownership of assigned accounts, including solution fit, deployment quality, adoption, and ongoing technical health. The Solutions Consultant also evangelizes Palo Alto Networks’ on-premises, cloud, and security operations services and works to establish the company as customers’ cybersecurity partner of choice.

This remote role serves large, complex enterprise customers and combines strategic account planning, technical discovery, solution design, validation, and ongoing customer guidance. The Solutions Consultant partners with account teams and cross-functional groups throughout the customer lifecycle to support customer outcomes and expanded platform adoption.

Requirements

• At least 6 years of technical pre-sales experience.
• A consistent history of meeting or exceeding sales targets, including a track record with seven-figure opportunities, 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 the ability to manage a targeted number 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 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.
• 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 with prospects’ and customers’ technical and operational priorities.
• Build senior customer relationships, including VP-level and above, and guide security architecture transformation roadmaps.
• Position, demonstrate, and create high-level designs across the Palo Alto Networks portfolio based on customer business requirements.
• Lead complex technical validation efforts tailored to customer environments and applicable best practices.
• Promote integrated solutions and collaborate with Professional Services to expand customer outcomes and platform adoption.
• Own day-to-day technical guidance for assigned accounts, including solution validation, deployment readiness, solution adoption, cross-product alignment, and ongoing technical health.
• Monitor customer usage and outcomes to identify optimization opportunities, emerging needs, and potential risks; partner with account teams to guide continued value and platform adoption.
• Collaborate with Professional Services, Customer Success, Specialists, Channel partners, and Support teams to align strategies, remove obstacles, and provide a seamless customer journey.
• Deliver technical engagements, tailored solution briefings, use-case-driven demonstrations, and workshops that translate security concepts into operational value.
• Maintain knowledge of the competitive landscape, differentiate Palo Alto Networks solutions, and address objections through technical advocacy.
• 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