Solutions Consultant – Major Accounts

October 3

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Palo Alto Networks

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Cybersecurity • Enterprise • AI

Palo Alto Networks is a leading cybersecurity company that offers a comprehensive suite of products and services designed to protect networks, cloud environments, and enterprise operations from cyber threats. The company's offerings include advanced threat prevention, network security, cloud security, IoT security, endpoint protection, and managed detection and response services. With a strong emphasis on AI-driven security operations and zero trust architectures, Palo Alto Networks is recognized as a leader in enterprise firewall solutions and other areas of cybersecurity across numerous sectors worldwide. The company provides expertise in threat intelligence, incident response, and proactive assessment to help organizations secure their infrastructure and data. Their solutions cater to a variety of industries, including financial services, healthcare, manufacturing, and the public sector. Palo Alto Networks is committed to advancing cybersecurity with AI-powered precision to ensure comprehensive protection and efficient threat response.

10,000+ employees

Founded 2005

🔒 Cybersecurity

🏢 Enterprise

💰 $10M Series C on 2008-11

📋 Description

• Provide technical leadership and expertise and guidance in your customer’s security transformation journey • 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 • Evangelize our industry leadership in on-prem, cloud, and security operations services that establish PANW as your customer’s cybersecurity partner of choice • Meeting and exceeding sales quotas by building and implementing strategic, technical account plans that target cross-platform solutions • Position, demonstrate and create high level designs across the entire PANW portfolio based on customer business needs • Conduct discovery to understand and articulate the key technical, operational, and commercial imperatives of your prospects and customers • Work closely with Professional Services, Customer Success and Specialist teams to ensure overall customer implementation and adoption of solutions • Demonstrate strong communication skills and the ability to influence through effective presentations and customer-specific demos, technical engagements, and workshops • Lead successful technical validation efforts based on best practices to ensure technical win in assigned opportunities • Orchestrate supporting resources (Specialists, Channel Resources, Customer Support) to ensure a one-team approach that demonstrates a cohesive strategy • Promote end-to-end solutions that include PANW and/or partner professional services to ensure customers realize business value sooner • Understand the competitive landscape and effectively differentiate our leadership • 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 • Identify technical stakeholders and cultivate relationships with key personas to build and drive a security architecture transformation roadmap

🎯 Requirements

• Technical account strategy and planning methodology • Understanding of data networking and/or modern application design and cloud architectures • Delivering cybersecurity solutions that solve technical challenges and influence new business initiatives • 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 • Complex sales involving long sales processes with multiple buying centers and multi-product solutions are preferred • Proficient in English • MEDDPICC Sales methodology experience a bonus

🏖️ Benefits

• FLEXBenefits wellbeing spending account with over 1,000 eligible items selected by employees • Mental and financial health resources • Personalized learning opportunities