Solutions Consultant - Intel Community Baltimore, Maryland, United States
Palo Alto Networks, Inc., Baltimore, Maryland, United States, 21276
Overview
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. 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: To be the cybersecurity partner of choice, we trailblaze the path and shape the future of our industry. This 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. 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 location and collaboration: 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. 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! Key measures of impact include: meeting and exceeding sales quotas by building and implementing strategic, technical account plans that target cross-platform solutions; understanding customer business requirements and ability to position, demonstrate and create high-level designs across the PANW portfolio; driving customer adoption of Palo Alto Networks Platform; building customer relationships to increase productivity, operational efficiency, security efficacy, and flexibility to innovate; conducting discovery to articulate key technical, operational, and commercial imperatives; collaborating with Professional Services, Customer Success and Specialist teams to ensure adoption of solutions; delivering clear, impactful presentations and demos; leading technical validation efforts; cross-functional leadership to orchestrate specialists and resources; promoting end-to-end solutions to realize business value sooner; understanding the competitive landscape and differentiating PANW’s leadership; continuously developing technical and professional skills with the Solutions Consultant community and industry events; identifying technical stakeholders and cultivating relationships to drive a security architecture transformation road map. Responsibilities include leading customer engagements and workshops, and aligning solutions across PANW and partner services to deliver value. Responsibilities
Meet and exceed sales quotas by building and executing strategic, technical account plans targeting cross-platform solutions. Understand customer business requirements and position, demonstrate, and create high-level designs across the PANW portfolio to create business value. Drive customer adoption of the Palo Alto Networks Platform. Build and maintain customer relationships to increase productivity, operational efficiency, security efficacy, and flexibility to innovate. Conduct discovery to articulate key technical, operational, and commercial imperatives. Collaborate with Professional Services, Customer Success and Specialist teams to ensure successful implementation and adoption of solutions. Demonstrate strong communication, influence through presentations and customer-specific demos, and run technical engagements and workshops. Lead successful technical validation efforts based on best practices to ensure technical wins. Provide cross-functional leadership and orchestrate resources to maintain a cohesive one-team approach. Promote end-to-end solutions including PANW and partner services to realize value sooner. Understand the competitive landscape and differentiate PANW’s cybersecurity leadership. Invest in ongoing technical and professional development and participate in the Solutions Consultant community and industry events. Identify technical stakeholders and cultivate relationships to build a security architecture transformation roadmap. Qualifications
6+ years of experience in pre-sales/sales engineering. Security Clearance: Active Top Secret/SCI with Full Scope Polygraph. Understanding of data networking and/or modern application design and cloud architectures. Experience delivering cybersecurity solutions that solve technical challenges and influence new business initiatives is preferred. Ability to influence and gain buy-in from key stakeholders; prior experience in a pre-sales role is ideal. Experience creating and delivering technical presentations, workshops, or technical validation engagements. Experience in selling, designing, implementing, or managing one or more of the following: Network Security, SASE, SaaS, CNAPP, and/or SOC Transformation Technologies. Partnering with Customer Support to ensure successful implementation and adoption of sold solutions. Experience in complex sales with long cycles and multiple buying centers; multi-product solutions are preferred. This is a field sales position with potential travel; discuss specifics with the recruiter. Proficient in English. Compensation Disclosure
The compensation offered for this position will depend on qualifications, experience, and work location. For candidates offered at the posted level, the base salary (for non-sales roles) or base salary + commission target (for sales roles) is normally within the annual range listed below. The offered compensation may also include restricted stock units and a bonus. A description of our employee benefits is provided here: the compensation page does not contain external links in this refined version. Salary range: $173,000.00 - $237,500.00 per year. 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 accommodations@paloaltonetworks.com. 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. Immigration sponsorship: This role is not eligible for sponsorship.
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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. 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: To be the cybersecurity partner of choice, we trailblaze the path and shape the future of our industry. This 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. 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 location and collaboration: 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. 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! Key measures of impact include: meeting and exceeding sales quotas by building and implementing strategic, technical account plans that target cross-platform solutions; understanding customer business requirements and ability to position, demonstrate and create high-level designs across the PANW portfolio; driving customer adoption of Palo Alto Networks Platform; building customer relationships to increase productivity, operational efficiency, security efficacy, and flexibility to innovate; conducting discovery to articulate key technical, operational, and commercial imperatives; collaborating with Professional Services, Customer Success and Specialist teams to ensure adoption of solutions; delivering clear, impactful presentations and demos; leading technical validation efforts; cross-functional leadership to orchestrate specialists and resources; promoting end-to-end solutions to realize business value sooner; understanding the competitive landscape and differentiating PANW’s leadership; continuously developing technical and professional skills with the Solutions Consultant community and industry events; identifying technical stakeholders and cultivating relationships to drive a security architecture transformation road map. Responsibilities include leading customer engagements and workshops, and aligning solutions across PANW and partner services to deliver value. Responsibilities
Meet and exceed sales quotas by building and executing strategic, technical account plans targeting cross-platform solutions. Understand customer business requirements and position, demonstrate, and create high-level designs across the PANW portfolio to create business value. Drive customer adoption of the Palo Alto Networks Platform. Build and maintain customer relationships to increase productivity, operational efficiency, security efficacy, and flexibility to innovate. Conduct discovery to articulate key technical, operational, and commercial imperatives. Collaborate with Professional Services, Customer Success and Specialist teams to ensure successful implementation and adoption of solutions. Demonstrate strong communication, influence through presentations and customer-specific demos, and run technical engagements and workshops. Lead successful technical validation efforts based on best practices to ensure technical wins. Provide cross-functional leadership and orchestrate resources to maintain a cohesive one-team approach. Promote end-to-end solutions including PANW and partner services to realize value sooner. Understand the competitive landscape and differentiate PANW’s cybersecurity leadership. Invest in ongoing technical and professional development and participate in the Solutions Consultant community and industry events. Identify technical stakeholders and cultivate relationships to build a security architecture transformation roadmap. Qualifications
6+ years of experience in pre-sales/sales engineering. Security Clearance: Active Top Secret/SCI with Full Scope Polygraph. Understanding of data networking and/or modern application design and cloud architectures. Experience delivering cybersecurity solutions that solve technical challenges and influence new business initiatives is preferred. Ability to influence and gain buy-in from key stakeholders; prior experience in a pre-sales role is ideal. Experience creating and delivering technical presentations, workshops, or technical validation engagements. Experience in selling, designing, implementing, or managing one or more of the following: Network Security, SASE, SaaS, CNAPP, and/or SOC Transformation Technologies. Partnering with Customer Support to ensure successful implementation and adoption of sold solutions. Experience in complex sales with long cycles and multiple buying centers; multi-product solutions are preferred. This is a field sales position with potential travel; discuss specifics with the recruiter. Proficient in English. Compensation Disclosure
The compensation offered for this position will depend on qualifications, experience, and work location. For candidates offered at the posted level, the base salary (for non-sales roles) or base salary + commission target (for sales roles) is normally within the annual range listed below. The offered compensation may also include restricted stock units and a bonus. A description of our employee benefits is provided here: the compensation page does not contain external links in this refined version. Salary range: $173,000.00 - $237,500.00 per year. 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 accommodations@paloaltonetworks.com. 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. Immigration sponsorship: This role is not eligible for sponsorship.
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