Solutions Consultant 2

Palo Alto Networks • Seattle, WA

1d • $206,400 - $283,800 • Remote

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. The Solutions Consultant evangelizes Palo Alto Networks’ on-premises, cloud, and security operations services and helps establish the company as customers’ cybersecurity partner of choice.

This remote role partners with customers and internal teams across the customer lifecycle. It develops strategic technical account plans, leads discovery and technical validations, designs and presents solutions, supports implementation readiness and adoption, and proactively identifies opportunities to optimize customer outcomes. The position works with large, complex enterprises and collaborates across Sales, Professional Services, Customer Success, Specialists, Channel partners, and Support.

Requirements

• At least 6 years of technical pre-sales experience.
• Consistent record of meeting or exceeding sales targets, including experience executing seven-figure opportunities with extended sales cycles, multiple buying centers, and multi-product solutions.
• Ability to influence stakeholders and gain buy-in 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 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.
• Experience architecting and positioning cybersecurity solutions to address technical challenges and support new business initiatives.

Responsibilities

• Meet and exceed sales quotas by building and executing 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 guide security architecture transformation roadmaps.
• Position, demonstrate, and create high-level designs across the Palo Alto Networks portfolio to address business requirements and create value for large enterprises.
• Lead complex technical validation efforts using best practices tailored to customer environments.
• Promote integrated solutions and collaborate with Professional Services to improve customer outcomes and platform adoption.
• Own day-to-day technical relationships for assigned accounts, advising customers on solution validation, deployment readiness, solution adoption, cross-product alignment, and ongoing technical health.
• Monitor customer usage and outcomes to identify optimization opportunities, emerging needs, and risks; work 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, resolve obstacles, and support a seamless customer lifecycle.
• Deliver technical engagements, tailored solution briefings, use-case demonstrations, and workshops that communicate complex security concepts as operational value.
• Maintain knowledge of competitors, differentiate Palo Alto Networks solutions, and use technical advocacy and situational objection handling to align customer strategy.
• Continuously develop technical and professional expertise and contribute to the Solutions Consultant community through knowledge sharing and internal and industry events.

What This Job Offers

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