Solutions Consultant - Federal Government

Jobs Paloaltonetworks; Canberra; On-site; AUD 120,000 - 180,000; Full time

Job summary

Palo Alto Networks is seeking a Solutions Consultant in Australia to lead technical sales activities and guide customers through their security transformation journey. You will define solutions that secure key business imperatives and ensure value realization from PANW investments.

You will evangelize our on‑prem, cloud, and security operations services, collaborating with Product, Services, and Success teams to drive technical wins and customer success.

Qualifications

• 6+ years experience in pre‑sales/sales engineering.
• Experience in delivering cybersecurity solutions that solve technical challenges and influence new business initiatives is preferred.
• Influencing and gaining buy‑in from key stakeholders; prior pre‑sales experience ideal.
• Creating and delivering technical presentations, workshops, or technical validation engagements.
• Experience in selling, designing, implementing, or managing Network Security, SASE, SaaS, CNAPP/SOC Transformation Technologies.

Responsibilities

• Meet/exceed sales quotas by building and implementing strategic, technical account plans for cross‑platform solutions.
• Position, demonstrate and design high‑level designs across PANW portfolio to create customer value.
• Drive customer adoption of Palo Alto Networks Platform and strengthen relationships for productivity and security.
• Lead technical discovery to identify customer imperatives and translate them into concrete solutions.
• Collaborate with Professional Services, Customer Success and Specialists to ensure successful implementation and adoption.
• Conduct compelling demos and workshops to convey complex ideas clearly to diverse audiences.
• Lead cross‑functional efforts to orchestrate resources for a cohesive sales strategy.
• Promote end‑to‑end solutions including partner services to realize value sooner.

Skills

Pre-sales

Sales engineering

Networking

Network Security

Cybersecurity

Cloud Security

SASE

SOC/Endpoint

Job description

Our Mission

At Palo Alto Networks, we’re united by a shared mission—to protect our digital way of life. We thrive at the intersection of innovation and impact, solving real-world problems with cutting‑edge technology and bold thinking. Here, everyone has a voice, and every idea counts. If you’re ready to do the most meaningful work of your career alongside people who are just as passionate as you are, you’re in the right place.

Who We Are

In order to be the cybersecurity partner of choice, we must trailblaze the path and shape the future of our industry. This is something our employees work at each day and is defined by our values: Disruption, Collaboration, Execution, Integrity, and Inclusion. We weave AI into the fabric of everything we do and use it to augment the impact every individual can have. If you are passionate about solving real‑world problems and ideating beside the best and the brightest, we invite you to join us!

We believe collaboration thrives in person. That’s why most of our teams work from the office full time, with flexibility when it’s needed. This model supports real‑time problem‑solving, stronger relationships, and the kind of precision that drives great outcomes.

Job Summary

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

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

Proficient in English

Our Commitment

We’re trailblazers that 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 [e-mail].

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.

Is role eligible for Immigration Sponsorship? No. Please note that we will not sponsor applicants for work visas for this position.