Solutions Consultant - Strategic Accounts

Overview

Our Mission at Palo Alto Networks is to be the cybersecurity partner of choice, protecting our digital way of life. Our vision is a world where each day is safer and more secure than the one before. We are built on the foundation of challenging and disrupting the way things are done, and we’re looking for innovators committed to shaping the future of cybersecurity.

Who We Are

We take our mission seriously and are relentless in protecting our customers. The unique ideas of every member of our team contribute to our collective success. Our values were crowdsourced by employees and are brought to life through each of us every day - from disruptive innovation and collaboration to execution. We create an environment where everyone feels included.

Your Career

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 in your customer’s security transformation journey.

Your Impact

• Meeting and exceeding sales quotas by building and implementing strategic, technical account plans that target cross-platform solutions.
• Your ability to position, demonstrate, and create high-level designs across the entire PANW portfolio based on customer business needs.
• 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 and the ability to influence through effective presentations and customer-specific demos, technical engagements, and workshops.
• Leading successful technical validation efforts based on best practices to ensure technical win in assigned opportunities.
• 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 our leadership.
• Continuously investing in yourself to develop technical and professional skills that drive your ever-increasing contributions to the success of our customers.
• Identifying technical stakeholders and cultivating relationships with key personas to build and drive a security architecture transformation roadmap.

Your Experience

• Understanding of data networking and/or modern application design and cloud architectures.
• Delivering cybersecurity solutions that solve technical challenges and influence new business initiatives.
• 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.
• Complex sales involving long sales processes with multiple buying centres and multi-product solutions are preferred.
• Proficient in English.

The Team

Our Solutions Consultant team members work hand-in-hand with large organisations around the world to keep their digital environments protected. We educate, inspire, and empower our potential clients in their journey to transform their security architectures.

Our Commitment

We’re problem solvers that take risks and challenge cybersecurity’s status quo. We can’t accomplish our mission without diverse teams innovating together. We are committed to providing reasonable accommodations for all qualified individuals with a disability.