Solutions Consultant
About The Position
Palo Alto Networks is seeking a Solutions Consultant to guide customers through complex technical sales and cybersecurity transformation. The role owns technical engagement throughout the customer journey, from discovery and solution design through validation, deployment readiness, adoption, and ongoing optimization. The consultant works with large, complex enterprises and senior stakeholders to align security solutions with business priorities and establish Palo Alto Networks as a trusted strategic partner. The role develops strategic technical account plans, leads tailored demonstrations and workshops, and positions integrated solutions across the Palo Alto Networks portfolio. It also involves partnering with account teams and cross-functional groups—including Professional Services, Customer Success, Specialists, Channel partners, and Support—to deliver customer outcomes and sustained platform adoption. The position is remote, with hybrid teams collaborating across geographies.
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 key customer stakeholders and gain buy-in 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 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 the following: networking, network security, cybersecurity, private/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.
- Prior experience architecting and positioning cybersecurity solutions that address technical challenges and support new business initiatives.
Responsibilities
- Meet and exceed sales quotas by developing and executing strategic technical account plans for complex 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 trusted strategic partner.
- Position, demonstrate, and create high-level designs across the Palo Alto Networks portfolio in response to customer business requirements.
- Lead complex technical validation efforts tailored to customer environments to secure technical wins.
- Promote integrated Palo Alto Networks solutions and collaborate with Professional Services to expand customer outcomes and platform adoption.
- Serve as the primary technical advisor for assigned accounts, maintaining solution alignment, deployment readiness, and account technical health.
- Monitor customer usage and outcomes to identify optimization opportunities, emerging needs, and risks, and partner with account teams to guide customers toward continued value.
- Collaborate with internal and external cross-functional teams to align strategies, remove obstacles, and support a seamless customer lifecycle.
- Deliver technical engagements, solution briefings, demonstrations, and workshops that translate security concepts into operational value.
- Track the competitive landscape, differentiate Palo Alto Networks solutions, and handle 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
- The compensation may include restricted stock units and a bonus; employee benefits are referenced but not specified in the posting.
Stand Out From the Crowd
Upload your resume and get instant feedback on how well it matches this job.
What This Job Offers
Job Type
Full-time
Career Level
Senior
Education Level
No Education Listed
