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Solutions Consultant - 4th Estate (Federal)

Company Description

Our Mission

At Palo Alto Networks® everything starts and ends with our mission:

Being the cybersecurity partner of choice, protecting our digital way of life.

Our vision is a world where each day is safer and more secure than the one before. We are a company built on the foundation of challenging and disrupting the way things are done, and we’re looking for innovators who are as committed to shaping the future of cybersecurity as we are.

Who We Are

We take our mission of protecting the digital way of life seriously. We are relentless in protecting our customers and we believe that the unique ideas of every member of our team contributes to our collective success. Our values were crowdsourced by employees and are brought to life through each of us everyday - from disruptive innovation and collaboration, to execution. From showing up for each other with integrity to creating an environment where we all feel included.  

As a member of our team, you will be shaping the future of cybersecurity. We work fast, value ongoing learning, and we respect each employee as a unique individual. Knowing we all have different needs, our development and personal wellbeing programs are designed to give you choice in how you are supported. This includes our FLEXBenefits wellbeing spending account with over 1,000 eligible items selected by employees, our mental and financial health resources, and our personalized learning opportunities - just to name a few! 

Job Description

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
  • Your ability to position, demonstrate and create high level designs across the entire PANW portfolio based on customer business needs
  • 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 and the ability to influence through effective presentations and customer-specific demos, technical engagements, and workshops
  • Leading successful technical validation efforts based on best practices to ensure technical win in assigned opportunities
  • 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 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
  • (OT) - Identifying technical stakeholders and cultivating relationships with key personas to build and drive a security architecture transformation roadmap

Qualifications

Your Experience

  • Active Secret Clearance 
  • 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

Additional Information

The Team

Our Solutions Consultant team members work hand-in-hand with large organizations around the world to keep their digital environments protected. We educate, inspire,and empower our potential clients in their journey to transform their security architectures. 

You are empowered with unmatched systems and tools and a team built on joint success. You won’t find someone at Palo Alto Networks that isn’t committed to your success – with everyone pitching in to assist when it comes to solutions selling, learning, and development. Our Solutions Consulting community is driven by the mission to be our customers’ cybersecurity partner of choice, protecting their digital way of life. 

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/commissioned roles) is expected to be between $198000 - $273000/YR. The offered compensation may also include restricted stock units and a bonus. A description of our employee benefits may be found here.

Our Commitment

We’re problem solvers that 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  [email protected].

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.

Average salary estimate

$235500 / YEARLY (est.)
min
max
$198000K
$273000K

If an employer mentions a salary or salary range on their job, we display it as an "Employer Estimate". If a job has no salary data, Rise displays an estimate if available.

What You Should Know About Solutions Consultant - 4th Estate (Federal), Palo Alto Networks

At Palo Alto Networks®, our mission is clear: we strive to be the cybersecurity partner of choice, and as a Solutions Consultant in Springfield, CO, you will play a crucial role in realizing this mission. In your new position, you're not just filling a traditional Sales Engineering role; instead, you're evolving it to drive customer understanding of their unique security needs. Your expertise will directly influence their security transformation journey, ensuring they gain maximum value from their investment with us. You will find fulfillment in meeting and exceeding sales quotas by implementing strategic, technical account plans tailored for cross-platform solutions. With your strong communication skills, you will effectively engage with customers, showcasing the comprehensive PANW portfolio that meets their business imperatives. You'll collaborate closely with diverse teams to guarantee successful implementation and adoption of our solutions. In spite of the fast-paced environment, we promise you a supportive atmosphere where your individuality and professional growth are valued. Our FLEXBenefits wellbeing spending account and extensive learning opportunities ensure that you have the support you need to excel both personally and professionally. If you're driven by curiosity and possess a deep understanding of modern application design, data networking, and cybersecurity solutions, we encourage you to become a part of our innovative team and help shape the future of cybersecurity at Palo Alto Networks.

Frequently Asked Questions (FAQs) for Solutions Consultant - 4th Estate (Federal) Role at Palo Alto Networks
What are the main responsibilities of a Solutions Consultant at Palo Alto Networks?

As a Solutions Consultant at Palo Alto Networks, your main responsibilities include providing technical leadership and expertise to guide customers through their security transformation journey. You'll create and implement strategic account plans, position and demonstrate PANW’s solutions, and collaborate with Professional Services and Customer Success teams to ensure customer implementation success.

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What qualifications do I need to become a Solutions Consultant at Palo Alto Networks?

To become a Solutions Consultant at Palo Alto Networks, you should have an active Secret Clearance and a solid understanding of data networking and modern application design. Experience in delivering cybersecurity solutions, particularly in a pre-sales role, along with strong communication skills and the ability to influence stakeholders, is also essential.

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How does Palo Alto Networks support the professional development of Solutions Consultants?

Palo Alto Networks is committed to the professional development of its Solutions Consultants through personalized learning opportunities and resources. Our FLEXBenefits wellbeing spending account offers over 1,000 eligible items to support your personal growth, and you will be encouraged to continuously invest in your skills within the Solutions Consultant community.

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What is the importance of collaboration in the Solutions Consultant role at Palo Alto Networks?

Collaboration is critical for Solutions Consultants at Palo Alto Networks. By working closely with other teams such as Professional Services and Customer Success, you ensure that customers successfully adopt the solutions you've implemented, which enhances the overall customer experience and solidifies Palo Alto Networks as their trusted cybersecurity partner.

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What strategies can a Solutions Consultant use to meet sales quotas at Palo Alto Networks?

To meet sales quotas as a Solutions Consultant at Palo Alto Networks, you can build and implement targeted technical account plans, effectively position and demonstrate solutions, and conduct discovery sessions to understand customer needs. Engaging in comprehensive presentations and technical workshops will also help you to articulate the value of PANW’s offerings.

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Common Interview Questions for Solutions Consultant - 4th Estate (Federal)
Can you explain your experience with cybersecurity solutions?

When answering this question, highlight specific cybersecurity solutions you have experience with and how they relate to Palo Alto Networks' offerings. Discuss instances where you successfully implemented solutions and how they addressed technical challenges for your clients.

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How do you approach understanding a customer’s unique security needs?

Emphasize your discovery process, including initial conversations with the customer, understanding their business challenges, and conducting technical assessments. It's vital to showcase your curiosity and commitment to delivering tailored solutions.

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Describe a time when you had to influence a key stakeholder.

Choose a specific scenario where you successfully influenced a stakeholder’s decision. Detail the strategies you used, such as effective communication, providing factual data, or demonstrating the potential return on investment of a solution.

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How do you keep yourself updated with evolving cybersecurity trends?

Mention specific resources you use, such as industry conferences, webinars, or professional groups. It’s important to convey your dedication to continuous learning and how you apply newfound knowledge to your work.

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What experience do you have with technical presentations?

Discuss your previous experiences in delivering technical presentations, workshops, or demos. Focus on how you tailored your presentations to the audience’s needs and the results that followed.

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How do you prioritize tasks when managing multiple projects?

Describe your project management approach, such as using task management tools or methodologies to keep track of deadlines and priorities. Highlighting your ability to stay organized while ensuring collaboration with team members is key.

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What strategies do you use to conduct a successful technical validation?

Discuss your approach to technical validation, such as using best practices, gathering team insights, and ensuring that the solution aligns with the customer’s business objectives. Providing concrete examples would strengthen your answer.

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Can you provide an example of a complex sale you managed?

Select a specific instance where you managed a complex sale, detailing the challenges faced and how you navigated the process. Discuss your interaction with multiple buying centers and how you ultimately achieved a successful outcome.

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How do you handle customer objections during sales engagements?

Talk about your strategies for addressing objections, including understanding the customer’s concerns, providing counterarguments based on data, and reinforcing the value proposition. Being empathetic and solution-focused is essential.

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What motivates you in a Solutions Consultant role?

Reflect on what drives you, such as helping customers achieve their security objectives or the thrill of solving complex challenges. Articulating your passion for cybersecurity and customer success will resonate well with the interviewers.

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Being the cybersecurity partner of choice, protecting our digital way of life.

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Full-time, on-site
DATE POSTED
December 1, 2024

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