Solutions Consultant – Major Accounts

Responsibilities

• Meeting and exceeding sales quotas by building and implementing strategic, technical account plans that target cross-platform solutions.
• Understanding key customer business requirements and positioning, demonstrating and creating high-level designs across the entire PANW portfolio solutions to create business value for customers.
• Driving customer adoption of the 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 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 conducting 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 wins 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 self-development of technical and professional skills that drive ever-increasing contributions to the success of 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.

Requirements

• 6+ years of experience in pre-sales or sales engineering.
• Skilled in at least one of the following: Networking, Network Security, Cybersecurity, Private/Public Cloud Security, SOC/Endpoint, or SASE.
• Experience in 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.
• Experience in complex sales involving long sales processes with multiple buying centers and multi-product solutions.
• Proficient in English and French.

Core Competencies

Demonstrates expertise in pre-sales engineering with a focus on delivering cybersecurity solutions, driving customer adoption, and building strategic account plans. Proficient in creating impactful technical presentations and fostering relationships with key stakeholders to enhance customer success.