Solutions Consultant 2 - Federal

Palo Alto Networks • Arlington, VA

1d • Remote

About The Position

The Solutions Consultant is the evolution of the traditional Sales Engineering role, aligning how Palo Alto Networks serves customers in understanding their environments, providing solution guidance, and ensuring value realization from their investment. The role provides technical leadership, expertise, and guidance throughout customers’ security transformation journeys, defining technical solutions that secure key business imperatives and supporting realization of business value. The Solutions Consultant also evangelizes Palo Alto Networks’ on-premises, cloud, and security operations services as part of its cybersecurity partnership with customers.

This is a remote role. The Solutions Consultant works with customers and cross-functional teams to develop technical account plans, demonstrate and design solutions across the Palo Alto Networks portfolio, support adoption and implementation, and lead technical validation efforts. The position also involves customer discovery, presentations, workshops, stakeholder engagement, competitive differentiation, and ongoing development of technical and professional skills.

Requirements

• At least 6 years of experience in pre-sales or sales engineering.
• Skill in at least one of the following areas: networking, network security, cybersecurity, private or public cloud security, SOC/endpoint, or SASE.
• Experience influencing and gaining buy-in from key stakeholders in customer-facing or internal roles; prior pre-sales experience is ideal.
• Experience creating and delivering technical presentations, workshops, or technical validation engagements.
• Experience selling, designing, implementing, or managing one or more of the following: Network Security, SASE, SaaS, CNAPP, or SOC Transformation Technologies.
• Experience partnering with Customer Support functions to support successful implementation and adoption of sold solutions.

Nice To Haves

• Experience delivering cybersecurity solutions that solve technical challenges and influence new business initiatives.
• Experience in complex sales involving long sales processes, multiple buying centers, and multi-product solutions.

Responsibilities

• Meet and exceed sales quotas by building and implementing strategic technical account plans targeting cross-platform solutions.
• Understand customer business requirements and position, demonstrate, and create high-level designs across the Palo Alto Networks portfolio to create business value.
• Drive customer adoption of the Palo Alto Networks platform.
• Build customer relationships and help customers improve productivity, operational efficiency, security efficacy, and flexibility to innovate.
• Conduct discovery to understand and articulate prospects’ and customers’ technical, operational, and commercial imperatives.
• Work with Professional Services, Customer Success, and Specialist teams to support successful implementation and adoption.
• Deliver customer-specific presentations, demos, technical engagements, and workshops, communicating complex ideas clearly to different audiences.
• Lead technical validation efforts based on best practices to secure technical wins in assigned opportunities.
• Coordinate cross-functional resources, including Specialists, Channel Resources, and Customer Support, to deliver a cohesive customer strategy.
• Promote end-to-end solutions that include Palo Alto Networks and/or partner professional services to help customers realize business value sooner.
• Understand the competitive landscape and differentiate Palo Alto Networks’ cybersecurity leadership.
• Continue developing technical and professional skills, participate in the Solutions Consultant community, and engage in industry events.
• Identify technical stakeholders and cultivate relationships with key personas to develop and advance security architecture transformation roadmaps.

What This Job Offers

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