Presales Solutions Consultant (Major Accounts, Industry (Scotland)

Requirements

• 6+ years experience in pre-sales/sales engineering.
• Skilled in at least one of the following: Networking, Network Security, Cybersecurity, Private/Public Cloud Security, SOC/Endpoint or SASE.
• Experience in delivering cybersecurity solutions that solve technical challenges and influence new business initiatives is preferred.
• Influencing and gaining buy-in from key stakeholders, either in a customer-facing or internal role; prior experience in a pre-sales role is ideal.
• Creating and delivering technical presentations, workshops, or technical validation engagements.
• Experience in selling, designing, implementing, or managing one or more of the following solutions: Network Security, SASE, SaaS, CNAPP and/or SOC Transformation Technologies.
• Partnering with Customer Support functions to ensure successful implementation and adoption of sold solutions.
• Experience in complex sales involving long sales processes with multiple buying centers and multi-product solutions are preferred.
• This is a field sales position where travel requirements may be required to support in-person customer meetings.
• Proficient in English.

What the job involves

The Solutions Consultant is the evolution of the traditional Sales Engineering role, aligning 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 provide technical leadership and expertise and guidance in your customer’s security transformation journey. You will play a key role in defining technical solutions that secure a customer’s key business imperatives and ensuring value realization of their investment with Palo Alto Networks.

You evangelise our industry leadership in on-prem, cloud, and security operations services that establish PANW as your customer’s cybersecurity partner of choice. Curiosity is core to the Solutions Consultant role, and you see complex problems as opportunities to learn and deliver innovative solutions!

You define your impact by:

• Meeting and exceeding sales quotas by building and implementing strategic, technical account plans that target cross-platform solutions.
• Understanding key customer business requirements and having the ability to position, demonstrate and create high-level designs across the entire PANW portfolio solutions creating business value for customers.
• Ability to drive customer adoption of Palo Alto Networks Platform.
• Building customer relationships by helping customers achieve increased productivity, operational efficiency, security efficacy, and greater flexibility to innovate.
• Conducting discovery to understand and articulate the key technical, operational, and commercial imperatives of your prospects and customers.
• Working closely with Professional Services, Customer Success and Specialist teams to ensure overall customer implementation and adoption of solutions.
• Demonstrating strong communication skills, influencing through effective presentations and customer-specific demos, and conducting technical engagements and workshops that are clear and impactful, simplifying complex ideas for various audiences.
• Leading successful technical validation efforts based on best practices to ensure technical win in assigned opportunities.
• Demonstrating cross-functional leadership driving collaboration and orchestrating supporting resources (Specialists, Channel Resources, Customer Support) to ensure a one-team approach that demonstrates a cohesive strategy.
• Promoting end-to-end solutions that include PANW and/or partner professional services to ensure customers realise business value sooner.
• Understanding the competitive landscape and effectively differentiating PANW's leadership in the cybersecurity space.
• Continuously investing in yourself to develop technical and professional skills that drive your ever-increasing contributions to the success of our customers while actively participating within the Solutions Consultant community and at industry events.
• Identifying technical stakeholders and cultivating relationships with key personas to build and drive a security architecture transformation roadmap.