Solutions Consultant - Federal, United States Air Force
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 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. It also promotes Palo Alto Networks’ on-premises, cloud, and security operations services as part of customers’ cybersecurity strategies. The position supports the United States Air Force and DoD customer environment. It involves developing strategic technical account plans, leading complex technical validations, and positioning solutions across the Palo Alto Networks portfolio for large, complex enterprises. The Solutions Consultant works closely with customer stakeholders and internal teams across the customer lifecycle, from discovery and solution design through deployment, adoption, and ongoing optimization. The role is remote, with travel to relevant customer locations, including the St. Louis, Omaha, or Boston areas, noted as a preference or willingness-to-travel consideration.
Requirements
- At least 6 years of technical pre-sales experience.
- Proven track record of selling to and navigating the DoD environment.
- Knowledge of United States Air Force enterprise infrastructure and architectures.
- Consistent history 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 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 accounts.
- Pre-sales experience with large, complex enterprises, typically those 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 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 self-directed skill development in emerging domains, using AI fluency to improve work quality and accelerate outcomes.
- Willingness to travel to relevant customer locations if not located in or near St. Louis, Omaha, or Boston.
- An active Top Secret or higher security clearance is preferred, not required.
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.
- Active Top Secret or higher security clearance.
- Location in or near St. Louis, Omaha, or Boston.
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 senior customer relationships and establish Palo Alto Networks as a strategic partner, developing security architecture transformation roadmaps.
- Use customer business requirements to position, demonstrate, and create high-level designs across the Palo Alto Networks portfolio.
- Lead complex technical validation efforts tailored to customer environments and opportunities.
- Promote integrated solutions and collaborate with Professional Services to expand customer outcomes and platform adoption.
- Own day-to-day technical relationships for assigned accounts, serving as the primary technical advisor and ensuring solution validation, deployment readiness, cross-product alignment, adoption, and ongoing 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 adoption.
- Collaborate with Professional Services, Customer Success, Specialists, Channel partners, and Support teams to align strategies and deliver a seamless customer journey.
- Lead customer-facing technical engagements, including solution briefings, demonstrations, and workshops that explain complex security concepts in terms of 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
- The compensation may include restricted stock units and a bonus.
- Employee benefits are referenced, but specific benefits are not listed in the posting.
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What This Job Offers
Job Type
Full-time
Career Level
Senior
Education Level
No Education Listed
