Solution Consultant - Public Sector

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!

At Palo Alto Networks, we believe in the power of collaboration and value in-person interactions. This is why our employees generally work full time from our office with flexibility offered where needed. This setup fosters casual conversations, problem-solving, and trusted relationships. Our goal is to create an environment where we all win with precision.

Job Description

Your Role

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.

Responsibilities

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

Identifying technical stakeholders and cultivating relationships with key personas to build and drive a security architecture transformation roadmap

Qualifications

Your Experience

Having experience of 10+ years in handling Central Government departments

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

Handling Government tenders , RFP Management , connects in Central Government accounts & Government centric Partner ecosystem (Consulting Partners, SIs etc)

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 firewalls (i.e., hardware and virtual), proxy, IPS / IDS, sandboxing, URL filtering, and DNS 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

Understands the cybersecurity competitive landscape and can defend against top competitors across the portfolio

Additional Information

The Team

Palo Alto Networks has brought technology to market that is reshaping the cybersecurity threat and protection landscape. Our ability to protect digital transactions is limited only by our ability to establish relationships with our potential customers and help them understand how our products can protect their environments.

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. As a member of our systems engineering team, you are motivated by a solutions-focused sales environment and find fulfillment in working with clients to resolve incredible complex cyber threats.

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 accommodations@paloaltonetworks.com.

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.