Solutions Consultant (presales engineer) - Major Accounts

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:

• Conducting discovery to understand and articulate the key technical, operational, and commercial imperatives of your prospects and customersMeeting and exceeding sales quotas by building and implementing strategic, technical account plans that target cross-platform solutions
• Orchestrating supporting resources (Specialists, Channel Resources, Customer Support) to ensure a one-team approach that demonstrates a cohesive strategy
• 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
• Your ability to position, demonstrate and create high level designs across the entire PANW portfolio based on customer business needs
• 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
• Leading successful technical validation efforts based on best practices to ensure technical win in assigned opportunities
• 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

• 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
• Business fluent in German. high level of English

Additional Information

We are a team of nine Solutions Consultants, soon to be ten with this additional role. Collaboration and mutual support are at the core of how we work – we share expertise, step in for each other, and celebrate collective success.
Our focus is on Germany’s major accounts, primarily long-standing enterprise customers across diverse industries. We act as trusted advisors in presales, shaping long-term customer relationships, and continue to support successful project delivery together with our Professional Services and Customer Success teams.
In your day-to-day, you will form a close micro-team with an Account Executive, jointly driving a defined customer set. Beyond that, you will collaborate closely with the wider sales organization, specialists, product experts, and product management – giving you the opportunity to learn from diverse perspectives and make a tangible impact across the business.

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.