Director Solutions Consulting

Our MissionAt Palo Alto Networks, we’re united by a shared mission—to protect our digital way of life. We thrive at the intersection of innovation and impact, solving real-world problems with cutting-edge technology and bold thinking. Here, everyone has a voice, and every idea counts. If you’re ready to do the most meaningful work of your career alongside people who are just as passionate as you are, you’re in the right place.Who We AreIn order to be the cybersecurity partner of choice, we must trailblaze the path and shape the future of our industry. This is something our employees work at each day and is defined by our values: Disruption, Collaboration, Execution, Integrity, and Inclusion. We weave AI into the fabric of everything we do and use it to augment the impact every individual can have. If you are passionate about solving real-world problems and ideating beside the best and the brightest, we invite you to join us!This role is remote, but distance is no barrier to impact. Our hybrid teams collaborate across geographies to solve big problems, stay close to our customers, and grow together. You will be part of a culture that values trust, accountability, and shared success where your work truly matters.Job SummaryYour CareerThe Solutions Consulting Director (SCD), will lead our team of Solution Consulting Managers and in turn drive support to our Solution Consultants (SC) who are the go-to technical experts assisting the sales team in generating growth within Palo Alto Networks Accounts.This position will require a business savvy individual with a strong background in security platform, application architecture, and sales coupled with a successful track record in team management.We expect office-based employees to be in the office four days per week, with one day working from where they choose. We believe being together facilitates casual conversations and those magic moments where we can work on issues and ideas informally. These moments build capability and deepen trusted relationships and allow our people to feel safe in taking risks and being disruptive. Like so many companies, we are working through the details and things could change …. but in general if a role is deemed office-based we want our teams to be together four days per week.Your ImpactPartner with Sales Leadership (e.g., Regional Vice President of Sales, AVP) to define, champion, and execute transformative, enterprise-wide sales initiatives that impact market share and revenue growth within key accounts.Architect and optimize technical pre-sales operations, consistently exceeding revenue generation, individual, team, and organizational quotas through innovative strategies and scalable processes.Serve as a trusted advisor to C-suite and executive-level customers and partners, providing thought leadership and strategic insights into evolving industry landscapes, complex customer challenges, disruptive technical innovations, and critical business transformations to influence enterprise security strategies and investment decisions.Translate profound understanding of customer’s strategic business and technical imperatives into the definitive articulation of Palo Alto Networks' unique value proposition, directly linking solutions to significant operational efficiencies, risk reduction, and competitive advantage.Drive the implementation of sophisticated account planning methodologies across teams, ensuring the consistent delivery of compelling, business-focused solutions that demonstrably address the most complex customer security needs and strategic objectives.Conceptualize, lead, and measure outcome-oriented initiatives with AVPs, RVPs, SCMs, and SCs that measurably accelerate pipeline velocity, increase deal size, and enhance overall sales productivity across the Area.Cultivate and leverage executive-level relationships with Palo Alto Networks’ strategic partners (reseller, distribution, system integrators, alliances) to develop and execute joint initiatives that yield substantial increases in sales productivity and market penetration.Lead and orchestrate strategic portfolio expansion initiatives, delivering quantifiable results in the upsell and cross-sell of subscriptions and advanced strategic solutions across the customer base.Establish and ensure the execution of deep, enduring strategic relationships across all levels of customer organizations to maximize adoption, secure renewals, and drive significant expansion of the entire Palo Alto Networks portfolio post-initial sale.Demonstrate a consistent track record of achieving and exceeding metric-based results across all areas of responsibility, with a focus on quantifiable business impact and return on investment.Proactively identify, analyze, and visibly communicate the successes, deficiencies, and strategic implications of initiatives within the assigned area, providing actionable insights for continuous improvement.Exhibit exemplary personnel leadership, including the design and execution of high-impact talent development programs, measurable reductions in attrition through strategic retention initiatives, and a clear history of fostering promotions and cultivating high-performing talent.Operates with exceptional effectiveness in a highly matrixed global organization, seamlessly collaborating with and influencing extended teams such as Support, Finance, WW SE, HR, Product Management, and other critical functions to achieve overarching business objectives.Act as an escalation point for critical pre-sales and post-sales technical issues within the territory, providing strategic guidance and leadership to resolve complex challenges and maintain customer satisfaction at the highest level.Provide leadership, mentorship, and comprehensive support to reporting Solutions Architects and Sales Engineers, fostering their technical acumen, executive presence, and overall career advancement.Oversee the strategic planning and successful execution of complex product evaluations, ensuring timely completion and optimal utilization of resources to drive successful outcomes.Qualifications Your Experience 12+ years of progressive experience in technical pre-sales, consulting, or solution engineering, including 5+ years overseeing people leaders and scaling technical teams across field organizationsCultivate an unparalleled reputation among key customers and strategic partners as a consummate trusted advisor, consistently anticipating and proactively addressing their complex security requirements.Demonstrate an exceptional blend of executive leadership, deep technical acumen, and astute business insight, coupled with a proven Challenger sales mentality and an insatiable growth mindset.Exhibit current industry knowledge of security product market trends, competitive landscapes, and strategic directional awareness of Palo Alto Networks’ product roadmap and advanced technology development efforts.Knowledge of how to architect and deliver comprehensive, business-centric security solutions that align directly with Palo Alto Networks' value proposition, while possessing a sophisticated understanding of competitive selling strategies and market disruptors.Demonstrated experience in working directly with customers at senior levels within an organization, as well as working with industry partners and alliancesPossess the intellectual agility and executive presence to serve as a critical, cross-functional business partner, influencing strategic decisions across sales, marketing, product, and engineering.50% TravelArticulate highly technical solutions into compelling business narratives, effectively translating complex concepts into clear, concise, and impactful terms for senior business decision-makers, fostering strong, enduring relationships.Exemplify a highly commercial orientation, with an unwavering focus on customer success and a relentless commitment to driving significant topline revenue growth and market share expansion.Lead by example, demonstrating a hands-on, detail-oriented approach when necessary to ensure operational excellence and deep understanding of the business intricacies.Operates with a high degree of autonomy, demonstrating the ability to conceptualize, lead, and successfully execute complex, cross-functional strategic projects from initiation to impactful completion.Serve as a decisive leader with an infectious passion for the business and a profound sense of urgency, consistently driving teams towards ambitious goals and accelerated results.Apply strategic thinking to plan and build collaboratively with sales and marketing leaders, fostering close, impactful partnerships with the product organization to influence future roadmaps and go-to-market strategies.The TeamAs part of our Solution Consulting team, you’ll support the sales team with technical expertise and guidance when establishing trust with key clients. 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 complex cyber threats.Compensation DisclosureThe 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/com-missioned roles) is expected to be the annual range listed below. The offered compensation may also include restricted stock units and a bonus. A description of our employee benefits may be found here.$330,300.00 - $385,350.00/yrOur Commitment We’re trailblazers that dream big, 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 View email address on click.appcast.io 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.Is role eligible for Immigration Sponsorship? No. Please note that we will not sponsor applicants for work visas for this position.SummaryLocation: Seattle, United States of America; Salt Lake City, United States of America; Portland, United States of America; Boise, United States of AmericaType: Full time