Solution Consultant - Majors

3 Months ago • 6 Years + • $198,000 PA - $273,000 PA

Job Summary

Job Description

As a Solutions Consultant, you will provide technical leadership and expertise to customers, guiding them in their security transformation journey. You will define technical solutions that secure a customer’s key business imperatives and ensure the value realization of their investment. Responsibilities include meeting and exceeding sales quotas, understanding customer requirements, driving customer adoption, conducting discovery, working closely with internal teams, delivering presentations, and leading technical validation efforts. You will also need to stay updated on the competitive landscape and differentiate Palo Alto Networks' leadership in cybersecurity. This role involves building relationships with technical stakeholders and creating a security architecture transformation roadmap. The team works with organizations worldwide to protect their digital environments, educating and empowering clients in their security transformations. You will have access to various systems and tools to facilitate your work.
Must have:
  • 6+ years of pre-sales/sales engineering experience
  • Understanding of data networking and/or cloud architectures
  • Creating and delivering technical presentations
  • Proficient in English
Good to have:
  • Experience in delivering cybersecurity solutions
  • Experience in selling, designing, implementing, or managing one or more of the following solutions: Network Security, SASE, SaaS, CNAPP and/or SOC Transformation Technologies
  • Experience in complex sales involving long sales processes
Perks:
  • Employee benefits (link provided)

Job Details

Company Description

Our Mission

At Palo Alto Networks®, everything starts and ends with our mission:

Being the cybersecurity partner of choice, protecting our digital way of life.

We have the vision of a world where each day is safer and more secure than the one before. These aren’t easy goals to accomplish – but we’re not here for easy. We’re here for better. We are a company built on the foundation of challenging and disrupting the way things are done, and we’re looking for innovators who are as committed to shaping the future of cybersecurity as we are.

We’re changing the nature of work. Palo Alto Networks is evolving to meet the needs of our employees now and in the future through FLEXWORK, our approach to how we work. From benefits to learning, location to leadership, we’ve rethought and recreated every aspect of the employee experience at Palo Alto Networks.  And because it FLEXes around each individual employee based on their individual choices, employees are empowered to push boundaries and help us all evolve, together.

Job Description

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 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 evangelize our industry leadership in on-prem, cloud, and security operations services that establish PANW 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! You define your impact by:

  • Meeting and exceeding sales quotas by building and implementing strategic, technical account plans that target cross-platform solutions.

  • Understands 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.

  • 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 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.

  • Demonstrates 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 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

Qualifications

Your Experience 

  • 6+ years experience in pre-sales/sales engineering

  • Understanding of data networking and/or modern application design and cloud architectures

  • 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, please discuss with the recruiter on the specifics for this position.

  • Proficient in English

Additional Information

The Team

Our Solutions Consultant team members work hand-in-hand with large organizations 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. 

You are empowered with unmatched systems and tools and a team built on joint success. You won’t find someone at Palo Alto Networks who isn’t committed to your success, with everyone pitching in to assist when it comes to solutions, selling, learning, and development. Our Solutions Consulting community is driven by the mission to be our customers’ cybersecurity partner of choice, protecting their digital way of life.

Our Commitment

We’re trailblazers who dream big, take risks, and challenge cybersecurity’s status quo. It’s simple: 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. If you require assistance or accommodation due to a disability or special need, please contact us at accommodations@paloaltonetworks.com.

Palo Alto Networks is an equal opportunity employer. We celebrate diversity in our workplace, and all qualified applicants will receive consideration for employment without regard to age, ancestry, color, family or medical care leave, gender identity or expression, genetic information, marital status, medical condition, national origin, physical or mental disability, political affiliation, protected veteran status, race, religion, sex (including pregnancy), sexual orientation, or other legally protected characteristics.

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/commissioned roles) is expected to be between $198,000 - $273,000. The offered compensation may also include restricted stock units and a bonus. A description of our employee benefits may be found here.

Our Commitment

We’re problem solvers that take risks and challenge cybersecurity’s status quo. It’s simple: 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. If you require assistance or accommodation due to a disability or special need, please contact us at  accommodations@paloaltonetworks.com.

Palo Alto Networks is an equal opportunity employer. We celebrate diversity in our workplace, and all qualified applicants will receive consideration for employment without regard to age, ancestry, color, family or medical care leave, gender identity or expression, genetic information, marital status, medical condition, national origin, physical or mental disability, political affiliation, protected veteran status, race, religion, sex (including pregnancy), sexual orientation, or other legally protected characteristics.

All your information will be kept confidential according to EEO guidelines.

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About The Company

Our enterprise security platform detects and prevents known and unknown threats while safely enabling an increasingly complex and rapidly growing number of applications. Come be part of the team that redefined the firewall industry and is now the fastest-growing security company in history. Palo Alto Networks, the global cybersecurity leader, is shaping the cloud-centric future with technology that is transforming the way people and organizations operate. Our mission is to be the cybersecurity partner of choice, protecting our digital way of life. We help address the world's greatest security challenges with continuous innovation that seizes the latest breakthroughs in artificial intelligence, analytics, automation, and orchestration. By delivering an integrated platform and empowering a growing ecosystem of partners, we are at the forefront of protecting tens of thousands of organizations across clouds, networks, and mobile devices. Our vision is a world where each day is safer and more secure than the one before.

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