Solutions Consultant (SLED)

Palo Alto Networks; United States; On-site; USD 120,000 - 180,000; Full time

Benefits offered by this job

Healthcare plans

On-site gym

Career development

Equity opportunities

Flexible time off

Corporate discount program

Job summary

Palo Alto Networks is seeking a Solutions Consultant in the United States to drive technical leadership, guide customers through security transformations, and own technical health across the customer lifecycle.

You will build strategic, technical account plans, conduct advanced discovery, position high-level designs across PANW portfolio, and collaborate with Professional Services to ensure adoption and value realization.

Qualifications

• 6+ years technical pre-sales experience.
• Experience selling, implementing or managing SaaS security solutions.
• Strong ability to influence CIO/CISO-level stakeholders.
• Experience architecting cybersecurity solutions across large enterprises.
• Proven track record in multi-product solution adoption.

Responsibilities

• Own technical validity and solution design across accounts.
• Build and execute strategic technical account plans.
• Conduct advanced discovery to align priorities and requirements.
• Position high-level designs across the PANW portfolio.
• Collaborate with Professional Services and Customer Success to ensure adoption and value realization.
• Drive continued value and expanded platform adoption post-sale.

Skills

Technical pre-sales

SaaS experience

Cybersecurity knowledge

Solution architecture

Executive stakeholder engagement

AI security familiarity

Tools

Networking

Network security

Cloud security

Job description

• The Solutions Consultant 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, you drive technical leadership and guide customers through their security transformation journeys
• You play a key role in defining technical solutions that secure a customer’s 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 customer’s cybersecurity partner of choice
• 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 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 C-level relationships (CIO, CISO, CSO) 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

Benefits

• Healthcare: We value your health and provide options so you can choose what best supports your lifestyle and personal health goals. Various nationwide plans - including Blue Shield of California, Kaiser Permanente, Delta Dental, VSP, and more - are available to you and your family. Our providers offer the flexibility you want and the coverage you need
• Wellness: With a large on-site gym and daily, instructor-led exercise classes at HQ in Santa Clara, Palo Alto Networks actively supports employee fitness. Our juice bar, Gym & Juice, features fresh juice blends, a quick and nutritious option pre- or post-workout. And our ongoing wellness speaker series highlights the latest trends in health and wellness
• Development: Professional development is serious business at Palo Alto Networks, where the Talent Development team offers 25+ courses to help employees boost their careers and develop leadership capability
• Financial: Most roles are eligible for equity grants, and we now offer new hires a quarterly vesting schedule right away. We want you to be fairly compensated and rewarded as soon as you make an impact - on our team, that happens immediately! And because we consider every employee a stakeholder in our long-term success, we offer an Employee Stock Purchase Plan (ESPP) with a 24-month lookback. From life insurance to health savings accounts, we provide ways to help you protect and grow your wealth. Palo Alto Networks offers both traditional and Roth 401(k) options, along with a company match of 50% to a max annual amount of $1,000
• Time Off: In addition to paid corporate holidays, Flexible Time Off programs empower our employees to balance their work schedules with personal time off. We offer 12 weeks of full pay for medical leave and 6 weeks of full pay for parental leave. As a company with strong ties to the military and veterans, we also offer 26 weeks of full pay for military leave
• Perks: Our corporate discount program provides employees with significant discounts on merchandise, travel and entertainment. We offer many on-site perks at headquarters, including cafeterias, fuel service, dry cleaning service, EV charging stations, and a company store. We also provide complimentary drinks, fresh fruit, and snacks in break rooms across our campus to help everyone power through the day.

Life at Palo Alto Network

• 6+ years technical pre-sales experience required
• demonstrated success selling, implementing, or managing SaaS offerings strongly preferred
• Experience partnering with customer success or support functions to ensure successful implementation and drive solution adoption is strongly preferred
• 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
• Proven ability to influence and gain buy-in from key stakeholders in customer-facing engagements
• Prior experience in architecting and positioning cybersecurity solutions that address technical challenges and support new business initiatives is strongly preferred
• 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)
• Driven by technical curiosity to self-develop skills in emerging domains, utilizing high AI fluency to elevate work quality and accelerate outcomes
• 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