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About the Role

The Solutions Consultant is an evolution of the traditional Sales Engineering role, aligning with how we best serve customers by understanding their environment, providing solution guidance, and ensuring value realization in their investment with Palo Alto Networks. This role drives technical leadership and guides customers through their security transformation journeys, playing a key role in defining technical solutions that secure a customer’s key business imperatives. You will take end-to-end technical ownership of your accounts, ensuring solution fit, deployment quality, adoption, and ongoing technical health throughout the customer lifecycle, evangelizing our industry leadership in on-prem, cloud, and security operations services.

Responsibilities

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.
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.
Proactively supporting customers beyond the sale by monitoring customer usage and outcomes to identify optimization opportunities, emerging needs, and potential risks.
Effectively navigating and influencing the internal cross-functional landscape, collaborating with Professional Services, Customer Success, Specialists, Channel partners, and Support teams.
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.
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

6+ years technical pre-sales experience required.
Demonstrated success selling, implementing, or managing SaaS offerings strongly preferred.
Consistent history of meeting or exceeding sales targets, with a track record of executing seven-figure opportunities involving extended sales cycles, multiple buying centers, and multi-product solutions.
Proven ability to influence and gain buy-in from key stakeholders in customer-facing engagements.
Experience independently creating and delivering customized technical presentations, workshops, or technical validation engagements across varied environments for strategic customer accounts.
Pre-Sales experience into large, complex enterprises, typically with multi-billion-dollar revenue and global or multi-regional operations, with a proven ability to manage a targeted number of high-value accounts (typically 10–30).
Experience partnering with customer success or support functions to ensure successful implementation and drive solution adoption is strongly preferred.
Prior experience in architecting and positioning cybersecurity solutions that address technical challenges and support new business initiatives 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.

Skills

Networking
Network Security
Cybersecurity
Private/Public Cloud Security
SOC/Endpoint
SASE
AI Security
AI fluency

Location

Remote

Work Type

Remote
Hybrid

Experience Level

6+ years technical pre-sales experience

Salary/Compensations

Benefits

Restricted stock units
Bonus

About the Company

At Palo Alto Networks®, we’re united by a shared mission—to protect our digital way of life.
We thrive at the intersection of innovation and impact, solving real-world problems with cutting-edge technology and bold thinking.
In order to be the cybersecurity partner of choice, we must trailblaze the path and shape the future of our industry.
This is something our employees work at each day and is defined by our values: Disruption, Collaboration, Execution, Integrity, and Inclusion.
We weave AI into the fabric of everything we do and use it to augment the impact every individual can have.
If you are passionate about solving real-world problems and ideating beside the best and the brightest, we invite you to join us!
Our hybrid teams collaborate across geographies to solve big problems, stay close to our customers, and grow together.
You will be part of a culture that values trust, accountability, and shared success where your work truly matters.
We’re trailblazers that dream big, take risks, and challenge cybersecurity’s status quo.
It’s simple: we can’t accomplish our mission without diverse teams innovating, together.

Equal Opportunity

We are committed to providing reasonable accommodations for all qualified individuals with a disability. If you require assistance or accommodation due to a disability or special need, please contact us at accommodations@paloaltonetworks.com.
Palo Alto Networks is an equal opportunity employer. We celebrate diversity in our workplace, and all qualified applicants will receive consideration for employment without regard to age, ancestry, color, family or medical care leave, gender identity or expression, genetic information, marital status, medical condition, national origin, physical or mental disability, political affiliation, protected veteran status, race, religion, sex (including pregnancy), sexual orientation, or other legally protected characteristics.
All your information will be kept confidential according to EEO guidelines.