Remote Solutions Consultant — DoD/USAF Cybersecurity

Palo Alto Networks; Des Moines (IA); Remote; USD 206,000 - 284,000; Full time

Job summary

Palo Alto Networks is seeking a Solutions Consultant to lead technical pre-sales for complex enterprise opportunities. You will own the customer journey from discovery to validation, articulate security architectures, and drive adoption across on-prem and cloud.

This remote role supports hybrid teams across geographies; you will build executive-level relationships, develop strategic account plans, and partner with Professional Services to deliver measurable business value.

Qualifications

• 6+ years technical pre-sales experience required; demonstrated success selling, implementing, or managing SaaS offerings strongly preferred.
• Security Clearance Requirement: Active Top Secret or higher is preferred
• Proven track record and experience in selling to and navigating the DoD environment
• Knowledge of USAF enterprise infrastructure and architectures
• Ideally located in either the St Louis or Omaha the Boston area or willing to travel there, and other relevant customer locations
• Consistent history of meeting or exceeding sales targets, with a track record of executing seven-figure opportunities involving extended sales cycles, multiple buying centers, and multi-product solutions.
• Proven ability to influence and gain buy-in from key stakeholders in customer-facing engagements.
• Experience independently creating and delivering customized technical presentations, workshops, or technical validation engagements across varied environments for strategic customer accounts.
• Pre-Sales experience into large, complex enterprises, typically with multi-billion-dollar revenue and global or multi-regional operations, with a proven ability to manage a targeted number of high-value accounts (typically 10–30).
• Demonstrated technical expertise or experience in selling, designing, implementing, or managing one or more of the following: Networking, Network Security, Cybersecurity, Private/Public Cloud Security, SOC/Endpoint, SASE, or AI Security.
• Experience partnering with customer success or support functions to ensure successful implementation and drive solution adoption is strongly preferred.
• Prior experience in architecting and positioning cybersecurity solutions that address technical challenges and support new business initiatives is strongly preferred.
• Driven by technical curiosity to self-develop skills in emerging domains, utilizing high AI fluency to elevate work quality and accelerate outcomes.

Responsibilities

• Meeting and exceeding sales quotas by building and implementing strategic, technical account plans that target complex, multi-threaded sales engagements involving senior executive stakeholders, technical buyers, and procurement teams.
• Conducting advanced discovery using analytical thinking and technical expertise to understand, articulate, and align the technical and operational priorities of your prospects and customers.
• Building and leveraging senior customer relationships (VP or VP+) to establish Palo Alto Networks as a trusted strategic partner 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 PANW portfolio solutions to create business value for large, complex enterprises, typically with multi-billion-dollar revenue and global or multi-regional operations.
• Leading successful complex technical validation efforts based on advanced best practices tailored to customer environments to ensure a technical win in assigned and strategic opportunities.
• Promoting broad, integrated solutions that include Palo Alto Networks technologies and collaborating with professional services to drive expanded customer outcomes and ensure ongoing platform adoption.
• Managing day-to-day technical ownership and serving as the primary technical advisor for assigned accounts, ensuring solution validation, deployment readiness, and expanded solution adoption while maintaining cross-product solution alignment and sustained technical health of the accounts, resulting in a trusted customer partnership.
• Proactively supporting customers beyond the sale by monitoring customer usage and outcomes to identify optimization opportunities, emerging needs, and potential risks, partnering with account teams to re-engage customers and guide them toward continued value and expanded platform adoption.
• Effectively navigating and influencing the internal cross-functional landscape, collaborating with Professional Services, Customer Success, Specialists, Channel partners, and Support teams to align strategies, remove obstacles, and ensure a one-team approach for a seamless, outcome-driven journey across every stage of the customer lifecycle.
• Demonstrating trusted presence and strong communication skills to align customer decision-making through impactful technical engagements, tailored solution briefings, use-case-driven demonstrations, and workshops that translate complex security concepts into clear operational value.
• Maintaining broad knowledge of the competitive landscape while validating the value of the Palo Alto Networks platform, clearly differentiating its solutions and aligning customer strategy through situational objection handling and technical advocacy.
• Learning continuously to develop technical and professional expertise that drives greater customer impact, while actively contributing to the Solutions Consultant community through knowledge sharing and participation in internal and industry events.

Skills

Technical pre-sales

DoD sales experience

Executive stakeholder management

Security architecture design

Large enterprise sales

Tools

Networking

Network Security

Cloud Security

Job description

Palo Alto Networks is seeking a Solutions Consultant to lead technical pre-sales for complex enterprise opportunities. You will own the customer journey from discovery to validation, articulate security architectures, and drive adoption across on-prem and cloud.

This remote role supports hybrid teams across geographies; you will build executive-level relationships, develop strategic account plans, and partner with Professional Services to deliver measurable business value.