Solutions Consultant 2 - Healthcare
About The Position
The Solutions Consultant is the 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 customers’ security transformation journeys and defines technical solutions that secure key business imperatives. It owns accounts end to end, including solution fit, deployment quality, adoption, and ongoing technical health, while promoting Palo Alto Networks’ on-premises, cloud, and security operations services as an integrated cybersecurity partnership. The position develops strategic technical account plans, leads discovery and complex technical validations, builds senior customer relationships, and designs and demonstrates solutions across the Palo Alto Networks portfolio. It supports customers throughout the lifecycle, from technical validation and deployment readiness to ongoing optimization and expanded adoption. The consultant works closely with account teams and cross-functional partners to align strategies and deliver customer outcomes.
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 and gain buy-in from key stakeholders in customer-facing engagements.
- Ability to independently create and deliver 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.
- 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 or public cloud security, SOC/endpoint, SASE, or AI security.
- Technical curiosity and ability to independently develop skills in emerging domains, using high 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 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, including with VP-level stakeholders and above, and establish Palo Alto Networks as a strategic partner.
- Develop security architecture transformation roadmaps with customers.
- Position, demonstrate, and create high-level designs across the Palo Alto Networks portfolio based on customer business requirements.
- Lead complex technical validation efforts using best practices tailored to customer environments.
- Promote broad, integrated solutions and collaborate with Professional Services to expand customer outcomes and platform adoption.
- Own day-to-day technical account relationships and advise customers on solution validation, deployment readiness, adoption, cross-product alignment, and technical health.
- Monitor customer usage and outcomes to identify optimization opportunities, emerging needs, and risks; partner with account teams to re-engage customers.
- Collaborate with Professional Services, Customer Success, Specialists, Channel partners, and Support teams to coordinate customer lifecycle strategies and remove obstacles.
- Deliver technical engagements, solution briefings, demonstrations, and workshops that communicate security concepts and operational value.
- Maintain knowledge of the competitive landscape and differentiate Palo Alto Networks solutions through technical advocacy and 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
- Compensation may include restricted stock units and a bonus.
- Employee benefits are referenced in the posting, but specific benefits are not listed.
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What This Job Offers
Job Type
Full-time
Career Level
Mid Level
Education Level
No Education Listed
