Solutions Consultant, USAF

Palo Alto Networks, Inc.; Town of Texas (WI); Hybrid; USD 198,000 - 273,000; Full time

Job summary

Palo Alto Networks is seeking a Solutions Consultant 2 for USAF-focused engagements. You will guide customers through security transformations, provide technical leadership, and craft solutions spanning on-prem, cloud, and security operations services.

Responsibilities include leading cross-functional teams, conducting workshops, and driving technical validation to win opportunities, with travel to customer sites as needed. A TS clearance and English proficiency are required.

Qualifications

• 6+ years in pre-sales/sales engineering.
• Active Top Secret or higher clearance.
• Experience selling to USAF enterprise environments.
• Knowledge of USAF infrastructure and architectures.
• Willingness to travel, esp. to Boston area.
• Proficient in English (spoken and written).
• Understanding of data networking or modern cloud architectures.
• Experience selling, designing, or managing security solutions (Network, SASE, SaaS, CNAPP, SOC).
• Ability to influence stakeholders and deliver technical presentations.
• Proven cross-functional leadership and collaboration.

Responsibilities

• Meet and exceed sales quotas with strategic, technical account plans.
• Position, demonstrate and design high-level solutions across PANW portfolio.
• Drive customer adoption of Palo Alto Networks Platform.
• Build relationships to increase productivity, security and flexibility.
• Conduct discovery to capture key technical, operational and business imperatives.
• Collaborate with Professional Services, Customer Success and Specialists for implementation.
• Lead technical validation engagements and ensure technical wins.
• Coordinate with resources to ensure a unified, one-team approach.
• Promote end-to-end solutions to accelerate customer value realization.
• Differentiate PANW leadership in cybersecurity through thoughtful engagement.
• Pursue ongoing professional development and PANW certifications.

Skills

Pre-sales experience

Sales engineering

English proficiency

USAF sales experience

Security solutions selling

Networking fundamentals

Presentation & demos

Cross-functional leadership

Travel readiness

Customer-focused mindset

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!

This role is remote, but distance is no barrier to impact. Our hybrid teams collaborate across geographies to solve big problems, stay close to our customers, and grow together. You will be part of a culture that values trust, accountability, and shared success where your work truly matters.

Job Summary

Job Summary - USAF Solutions Consultant 2

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
• Understanding 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
• Driving 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
• Demonstrating cross-functional leadership by 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
• Attaining and maintaining required PANW certifications

Qualifications

Your Experience

• 6+ years experience in pre-sales/sales engineering
• Security Clearance Requirement: Active Top Secret or higher
• Proven track record and experience in selling to and navigating the USAF enterprise environment
• Knowledge of USAF enterprise infrastructure and architectures
• Outstanding teammate with a keen customer focus
• Located near the Boston area or willing to travel there - and other relevant customer locations - routinely
• 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

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/com-missioned roles) is expected to be the annual range listed below. The offered compensation may also include restricted stock units and a bonus. A description of our employee benefits may be found here.

$198,000.00 - $273,000.00/yr

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.