Solutions Consultant - Federal, United States Air Force
Palo Alto Networks1 day ago
Remote, United States +6 moreSenior
Base Salary
$206k - $284k/yr
Responsibilities
- Build and implement strategic technical account plans for complex, multi-threaded sales engagements and quota-carrying opportunities.
- Conduct advanced discovery to align customer technical and operational priorities with Palo Alto Networks solutions.
- Develop customer relationships with senior executives and guide cybersecurity architecture transformation roadmaps.
- Position, demonstrate, and create high-level designs across the Palo Alto Networks portfolio.
- Lead technical validation engagements and ensure solution fit, deployment readiness, adoption, and ongoing technical health.
- Collaborate with Professional Services, Customer Success, Specialists, Channel partners, and Support teams to drive customer outcomes.
- Monitor customer usage and outcomes, identify optimization opportunities and risks, and guide continued platform adoption.
- Deliver customized technical presentations, workshops, demonstrations, and solution briefings.
- Differentiate Palo Alto Networks solutions against competitors and provide technical objection handling and advocacy.
- Maintain technical expertise and contribute to the Solutions Consultant community through knowledge sharing and industry events.
Requirements
- At least 6 years of technical pre-sales experience is required.
- Experience selling, implementing, or managing SaaS offerings is strongly preferred.
- Active Top Secret or higher security clearance is preferred.
- Proven experience selling to and navigating the Department of Defense environment is required.
- Knowledge of United States Air Force enterprise infrastructure and architectures is required.
- Ability to travel to relevant customer locations, including potentially St. Louis, Omaha, or the Boston area, is expected.
- Demonstrated success meeting or exceeding sales targets, including seven-figure opportunities with extended sales cycles and multiple buying centers.
- Experience creating and delivering customized technical presentations, workshops, and technical validation engagements.
- Pre-sales experience with large, complex enterprises and the ability to manage approximately 10–30 high-value accounts.
- Technical expertise or experience selling, designing, implementing, or managing networking, network security, cybersecurity, private or public cloud security, SOC/endpoint, SASE, or AI security solutions.
- Experience partnering with customer success or support teams to support implementation and solution adoption is strongly preferred.
- Experience architecting and positioning cybersecurity solutions is strongly preferred.
- Strong stakeholder influence, communication, technical curiosity, and AI fluency are required.
Benefits
- Remote role with hybrid-team collaboration across geographies.
- Travel to customer locations may be required.
- Annual compensation range is $206,400.00–$283,800.00; compensation may also include restricted stock units and a bonus.
- Employee benefits are available through the company benefits program.
Categories
Solutions Engineering
About Palo Alto Networks
Palo Alto Networks builds cybersecurity products for enterprises and governments, including next-generation firewalls, cloud security (Prisma Cloud/Prisma Access), and SOC tools (Cortex). It sells subscriptions and appliances with cloud-delivered threat intelligence, securing networks, endpoints, and applications across data centers and public clouds. Founded in 2005 and headquartered in Santa Clara, California, the company is publicly traded on the NYSE under the ticker PANW.