Note: The job is a remote job and is open to candidates in USA. Palo Alto Networks is committed to protecting our digital way of life through innovative technology. The Solutions Consultant role involves providing technical leadership and guidance to customers in their security transformation journey, ensuring they realize the value of their investment with Palo Alto Networks.
Responsibilities
- Meeting and exceeding sales quotas by building and implementing strategic, technical account plans that target cross-platform solutions
- Understanding key customer business requirements and has the ability to position, demonstrate and create high level designs across the entire PANW portfolio solutions creating business value for customers
- Driving 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 conducts 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 by 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 realize 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 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
- Attaining and maintaining required PANW certifications
Skills
- 6+ years experience in pre-sales/sales engineering
- Security Clearance Requirement: Active Top Secret or higher
- Proven track record and experience in selling to and navigating the USAF enterprise environment
- Knowledge of USAF enterprise infrastructure and architectures
- Outstanding teammate with a keen customer focus
- Located near the Boston area or willing to travel there - and other relevant customer locations - routinely
- Understanding of data networking and/or modern application design and cloud architectures
- 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
- Proficient in English
- Attaining and maintaining required PANW certifications
- Experience in delivering cybersecurity solutions that solve technical challenges and influence new business initiatives
- Experience in complex sales involving long sales processes with multiple buying centers and multi-product solutions
Company Overview