The Solutions Consultant Defense 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 Defense, you drive technical leadership and guide customers through their security transformation journeys. You play a key role in defining technical solutions that secure a customers 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 customers 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 cross-platform solutions.
Conducting foundational discovery using structured thinking and technical expertise to understand and articulate the technical priorities of your prospects and customers.
Identifying technical stakeholders and cultivating relationships with key personas to build 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 Palo Alto Networks portfolio, creating business value for customers.
Leading successful technical validation efforts based on best practices to ensure a technical win in assigned opportunities.
Promoting specific, focused solutions that include Palo Alto Networks technologies and aligning with professional services to support initial customer outcomes and ensure successful product adoption.
Supporting project-specific technical ownership and serving as a supportive technical advisor for assigned accounts, ensuring solution validation, deployment readiness, and initial product adoption while maintaining feature alignment and immediate technical health of individual projects, resulting in strong customer relationships.
Monitoring customer usage and outcomes to help identify optimization opportunities and potential risks, partnering with account teams and other technical experts to re-engage customers and support continued value from Palo Alto Networks solutions.
Navigating the internal cross-functional landscape, collaborating with Professional Services, Customer Success, Specialists, Channel partners, and Support teams to help align strategies, remove obstacles, and contribute to a one-team approach that supports a seamless, outcome-driven journey across the customer lifecycle.
Requirements: Your Experience:
Technical pre-sales experience required; previous experience selling, implementing, or managing SaaS offerings is strongly preferred
Experience in Defense Market is required
Demonstrated ability to meet or exceed performance goals
Experience in influencing and gaining buy-in from key stakeholders, either in a customer-facing or internal role
Experience collaboratively creating and delivering standardized technical presentations, workshops, or technical validation engagements under structured guidance for standard customer accounts.
Experience in complex sales with long sales cycles, multiple buying centers, and multi-product solutions is preferred.
Skilled in or foundational knowledge in at least one of the following: Networking, Network Security, Cybersecurity, Private/Public Cloud Security, SOC/Endpoint, SASE, or AI Security.
This position is open to all candidates.