Solutions Consultant - Federal, United States Air Force

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 Consultant is the evolution of the traditional Sales Engineering role. This role aligns with 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 drive technical leadership and guide customers through their security transformation journeys. You play a key role in defining technical solutions that secure a customer’s key business imperatives. Crucially, you take end-to-end technical ownership of your accounts, ensuring solution fit, deployment quality, adoption, and ongoing technical health throughout the customer lifecycle. You evangelize our industry leadership in on-prem, cloud, and security operations services, establishing Palo Alto Networks as your customer’s cybersecurity partner of choice.Your ImpactCuriosity is core to the Solutions Consultant role, and you see complex problems as opportunities to learn and deliver innovative solutions! Your impact is defined by taking continuous ownership across the customer journey and execution of the following:Meeting and exceeding sales quotas by building and implementing strategic, technical account plans that target complex, multi-threaded sales engagements involving senior executive stakeholders, technical buyers, and procurement teams. Conducting advanced discovery using analytical thinking and technical expertise to understand, articulate, and align the technical and operational priorities of your prospects and customers.Building and leveraging senior customer relationships (VP or VP+) to establish Palo Alto Networks as a trusted strategic partner and drive a security architecture transformation roadmap.Using an understanding of key customer business requirements to position, demonstrate, and create high-level designs across the entire PANW portfolio solutions to create business value for large, complex enterprises, typically with multi-billion-dollar revenue and global or multi-regional operations. Leading successful complex technical validation efforts based on advanced best practices tailored to customer environments to ensure a technical win in assigned and strategic opportunities.Promoting broad, integrated solutions that include Palo Alto Networks technologies and collaborating with professional services to drive expanded customer outcomes and ensure ongoing platform adoption. Managing day-to-day technical ownership and serving as the primary technical advisor for assigned accounts, ensuring solution validation, deployment readiness, and expanded solution adoption while maintaining cross-product solution alignment and sustained technical health of the accounts, resulting in a trusted customer partnership. Proactively supporting customers beyond the sale by monitoring customer usage and outcomes to identify optimization opportunities, emerging needs, and potential risks, partnering with account teams to re-engage customers and guide them toward continued value and expanded platform adoption.Effectively navigating and influencing the internal cross-functional landscape, collaborating with Professional Services, Customer Success, Specialists, Channel partners, and Support teams to align strategies, remove obstacles, and ensure a one-team approach for a seamless, outcome-driven journey across every stage of the customer lifecycle.Demonstrating trusted presence and strong communication skills to align customer decision-making through impactful technical engagements, tailored solution briefings, use-case-driven demonstrations, and workshops that translate complex security concepts into clear operational value.Maintaining broad knowledge of the competitive landscape while validating the value of the Palo Alto Networks platform, clearly differentiating its solutions and aligning customer strategy through situational objection handling and technical advocacy.Learning continuously to develop technical and professional expertise that drives greater customer impact, while actively contributing to the Solutions Consultant community through knowledge sharing and participation in internal and industry events.Qualifications Your Experience6+ years technical pre-sales experience required; demonstrated success selling, implementing, or managing SaaS offerings strongly preferred. Security Clearance Requirement: Active Top Secret or higher is preferredProven track record and experience in selling to and navigating the DoD environmentKnowledge of USAF enterprise infrastructure and architecturesIdeally located in either the St Louis or Omaha the Boston area or willing to travel there, and other relevant customer locationsConsistent history of meeting or exceeding sales targets, with a track record of executing seven-figure opportunities involving extended sales cycles, multiple buying centers, and multi-product solutions.Proven ability to influence and gain buy-in from key stakeholders in customer-facing engagements. Experience independently creating and delivering customized technical presentations, workshops, or technical validation engagements across varied environments for strategic customer accounts. Pre-Sales experience into large, complex enterprises, typically with multi-billion-dollar revenue and global or multi-regional operations, with a proven ability to manage a targeted number of high-value accounts (typically 10–30).Demonstrated technical expertise or experience in selling, designing, implementing, or managing one or more of the following: Networking, Network Security, Cybersecurity, Private/Public Cloud Security, SOC/Endpoint, SASE, or AI Security.Experience partnering with customer success or support functions to ensure successful implementation and drive solution adoption is strongly preferred. Prior experience in architecting and positioning cybersecurity solutions that address technical challenges and support new business initiatives is strongly preferred. Driven by technical curiosity to self-develop skills in emerging domains, utilizing high AI fluency to elevate work quality and accelerate outcomes.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.$206,400.00 - $283,800.00/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: Lincoln, United States of America; Washington DC, United States of America; Arlington, United States of America; Chicago, United States of America; Jefferson City, United States of America; Topeka, United States of America; Des Moines, United States of AmericaType: Full time