Solutions Consultant 2- Majors

Palo Alto Networks • Charlotte, NC

8d • Remote

About The Position

The Solutions Consultant is the evolution of the traditional Sales Engineering role. This role aligns with how we best serve our customers in understanding their environment, providing solution guidance, and ensuring value realization in their investment with Palo Alto Networks. As a Solutions Consultant, you drive technical leadership and guide customers through their security transformation journeys. You play a key role in defining technical solutions that secure a customer’s key business imperatives. Crucially, you take end-to-end technical ownership of your accounts, ensuring solution fit, deployment quality, adoption, and ongoing technical health throughout the customer lifecycle. You evangelize our industry leadership in on-prem, cloud, and security operations services, establishing Palo Alto Networks as your customer’s cybersecurity partner of choice. Curiosity is core to the Solutions Consultant role, and you see complex problems as opportunities to learn and deliver innovative solutions! Your impact is defined by taking continuous ownership across the customer journey and execution of the following: Meeting and exceeding sales quotas by building and implementing strategic, technical account plans that target complex, multi-threaded sales engagements involving senior executive stakeholders, technical buyers, and procurement teams. Conducting advanced discovery using analytical thinking and technical expertise to understand, articulate, and align the technical and operational priorities of your prospects and customers. Building and leveraging C-level relationships (CIO, CISO, CSO) to establish Palo Alto Networks as a trusted strategic partner and drive a security architecture transformation roadmap. Using an understanding of key customer business requirements to position, demonstrate, and create high-level designs across the entire PANW portfolio solutions to create business value for large, complex enterprises, typically with multi-billion-dollar revenue and global or multi-regional operations. Leading successful complex technical validation efforts based on advanced best practices tailored to customer environments to ensure a technical win in assigned and strategic opportunities. Promoting broad, integrated solutions that include Palo Alto Networks technologies and collaborating with professional services to drive expanded customer outcomes and ensure ongoing platform adoption. Managing day-to-day technical ownership and serving as the primary technical advisor for assigned accounts, ensuring solution validation, deployment readiness, and expanded solution adoption while maintaining cross-product solution alignment and sustained technical health of the accounts, resulting in a trusted customer partnership. Proactively supporting customers beyond the sale by monitoring customer usage and outcomes to identify optimization opportunities, emerging needs, and potential risks, partnering with account teams to re-engage customers and guide them toward continued value and expanded platform adoption. Effectively navigating and influencing the internal cross-functional landscape, collaborating with Professional Services, Customer Success, Specialists, Channel partners, and Support teams to align strategies, remove obstacles, and ensure a one-team approach for a seamless, outcome-driven journey across every stage of the customer lifecycle. Demonstrating trusted presence and strong communication skills to align customer decision-making through impactful technical engagements, tailored solution briefings, use-case-driven demonstrations, and workshops that translate complex security concepts into clear operational value. Maintaining broad knowledge of the competitive landscape while validating the value of the Palo Alto Networks platform, clearly differentiating its solutions and aligning customer strategy through situational objection handling and technical advocacy. Learning continuously to develop technical and professional expertise that drives greater customer impact, while actively contributing to the Solutions Consultant community through knowledge sharing and participation in internal and industry events.

Requirements

• 3+ years technical pre-sales experience required
• Previous experience selling, implementing, or managing SaaS offerings is strongly preferred
• Demonstrated ability to meet or exceed performance goals
• Experience in influencing and gaining buy-in from key stakeholders, either in a customer-facing or internal role
• Experience collaboratively creating and delivering standardized technical presentations, workshops, or technical validation engagements under structured guidance for standard customer accounts.
• Experience in complex sales with long sales cycles, multiple buying centers, and multi-product solutions is preferred.
• Skilled in or foundational knowledge in at least one of the following: Networking, Network Security, Cybersecurity, Private/Public Cloud Security, SOC/Endpoint, or SASE
• Experience assisting a customer support-like function to ensure the successful implementation and adoption of sold solutions is strongly preferred
• Driven by technical curiosity to self-develop skills in emerging domains, utilizing high AI fluency to elevate work quality and accelerate outcomes.

Responsibilities

• Meet and exceed sales quotas by building and implementing strategic, technical account plans that target complex, multi-threaded sales engagements involving senior executive stakeholders, technical buyers, and procurement teams.
• Conduct advanced discovery using analytical thinking and technical expertise to understand, articulate, and align the technical and operational priorities of your prospects and customers.
• Build and leverage C-level relationships (CIO, CISO, CSO) to establish Palo Alto Networks as a trusted strategic partner and drive a security architecture transformation roadmap.
• Use an understanding of key customer business requirements to position, demonstrate, and create high-level designs across the entire PANW portfolio solutions to create business value for large, complex enterprises.
• Lead successful complex technical validation efforts based on advanced best practices tailored to customer environments to ensure a technical win in assigned and strategic opportunities.
• Promote broad, integrated solutions that include Palo Alto Networks technologies and collaborate with professional services to drive expanded customer outcomes and ensure ongoing platform adoption.
• Manage day-to-day technical ownership and serve as the primary technical advisor for assigned accounts, ensuring solution validation, deployment readiness, and expanded solution adoption while maintaining cross-product solution alignment and sustained technical health of the accounts.
• Proactively support customers beyond the sale by monitoring customer usage and outcomes to identify optimization opportunities, emerging needs, and potential risks, partnering with account teams to re-engage customers and guide them toward continued value and expanded platform adoption.
• Navigate and influence the internal cross-functional landscape, collaborating with Professional Services, Customer Success, Specialists, Channel partners, and Support teams to align strategies, remove obstacles, and ensure a one-team approach for a seamless, outcome-driven journey across every stage of the customer lifecycle.
• Demonstrate trusted presence and strong communication skills to align customer decision-making through impactful technical engagements, tailored solution briefings, use-case-driven demonstrations, and workshops that translate complex security concepts into clear operational value.
• Maintain broad knowledge of the competitive landscape while validating the value of the Palo Alto Networks platform, clearly differentiating its solutions and aligning customer strategy through situational objection handling and technical advocacy.
• Continuously learn to develop technical and professional expertise that drives greater customer impact, while actively contributing to the Solutions Consultant community through knowledge sharing and participation in internal and industry events.

Benefits

• Restricted stock units
• Bonus

What This Job Offers

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