Job Summary

The Role

The Solutions Consultant is the evolution of the traditional Sales Engineering role. This role aligns with how we best serve our customers in understanding their environment, providing solution guidance, and ensuring value realization in their investment with Palo Alto Networks.

As a Solutions Consultant, you drive technical leadership and guide customers through their security transformation journeys. You play a key role in defining technical solutions that secure a customer's key business imperatives. Crucially, you take end-to-end technical ownership of your accounts, ensuring solution fit, deployment quality, adoption, and ongoing technical health throughout the customer lifecycle. You evangelize our industry leadership in on-prem, cloud, and security operations services, establishing Palo Alto Networks as your customer's cybersecurity partner of choice.

Your Impact

Curiosity is core to the Solutions Consultant role, and you see complex problems as opportunities to learn and deliver innovative solutions! Your impact is defined by taking continuous ownership across the customer journey and execution of the following:

• Meeting and exceeding sales quotas by building and implementing strategic, technical account plans that target cross-platform solutions.
• Conducting foundational discovery using structured thinking and technical expertise to understand and articulate the technical priorities of your prospects and customers.
• Identifying technical stakeholders and cultivating relationships with key personas to build 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 Palo Alto Networks portfolio, creating business value for customers.
• Leading successful technical validation efforts based on best practices to ensure a technical win in assigned opportunities.
• Promoting specific, focused solutions that include Palo Alto Networks technologies and aligning with professional services to support initial customer outcomes and ensure successful product adoption.
• Supporting project-specific technical ownership and serving as a supportive technical advisor for assigned accounts, ensuring solution validation, deployment readiness, and initial product adoption while maintaining feature alignment and immediate technical health of individual projects, resulting in strong customer relationships.
• Monitoring customer usage and outcomes to help identify optimization opportunities and potential risks, partnering with account teams and other technical experts to re-engage customers and support continued value from Palo Alto Networks solutions.
• Navigating the internal cross-functional landscape, collaborating with Professional Services, Customer Success, Specialists, Channel partners, and Support teams to help align strategies, remove obstacles, and contribute to a one-team approach that supports a seamless, outcome-driven journey across the customer lifecycle.
• Demonstrating professional presence and strong communication skills to guide customer decision-making through impactful technical engagements, standard product briefings, feature-focused demonstrations, and workshops that translate complex security concepts into clear technical capability.
• Maintaining foundational knowledge of direct competitors while presenting the value of the Palo Alto Networks platform, clearly differentiating its features, and supporting customer strategy through standard positioning and technical advocacy.
• Learning continuously to develop technical and professional skills that support customer success, while engaging with the Solutions Consultant community and participating in internal knowledge-sharing opportunities.

Qualifications

Your Experience

• 3+ years technical pre-sales experience required; previous experience selling, implementing, or managing SaaS offerings is strongly preferred
• Demonstrated ability to meet or exceed performance goals
• Experience in influencing and gaining buy-in from key stakeholders, either in a customer-facing or internal role
• Experience collaboratively creating and delivering standardized technical presentations, workshops, or technical validation engagements under structured guidance for standard customer accounts.
• Experience in complex sales with long sales cycles, multiple buying centers, and multi-product solutions is preferred.
• Skilled in or foundational knowledge in at least one of the following: Networking, Network Security, Cybersecurity, Private/Public Cloud Security, SOC/Endpoint, SASE, or AI Security.
• Experience assisting a customer support-like function to ensure the successful implementation and adoption of sold solutions 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.
• Prefer candidates located in Idaho, Oregon, or Washington, up to 80% travel within patch

Compensation Disclosure

The compensation offered for this position will depend on qualifications, experience, and work location. For candidates who receive an offer at the posted level, the starting base salary (for non-sales roles) or base salary + commission target (for sales/com-missioned roles) is expected to be the annual range listed below. The offered compensation may also include restricted stock units and a bonus. A description of our employee benefits may be found here.

$206,400.00 - $283,800.00/yr