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 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, typically with multi-billion-dollar revenue and global or multi-regional operations.
• 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 while maintaining cross-product solution alignment and sustained technical health of the accounts, resulting in a trusted customer partnership.
• Proactively supporting customers beyond the sale by monitoring customer usage and outcomes to identify optimization opportunities, emerging needs, and potential risks, partnering with account teams to re-engage customers and guide them toward continued value and expanded platform adoption.
• Effectively navigating and influencing the internal cross-functional landscape, collaborating with Professional Services, Customer Success, Specialists, Channel partners, and Support teams to align strategies, remove obstacles, and ensure a one-team approach for a seamless, outcome-driven journey across every stage of the customer lifecycle.
• 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 that translate complex security concepts into clear operational value.
• 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.

Qualifications
Your Experience

• 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).
• Demonstrated technical expertise or experience in 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.
• 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.

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.

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