Channel Solutions Consultant

This is a fully remote position, open to applicants in Florida, +1 more state.

📋 Description

• Develop and execute strategic technical account plans for intricate, multi-threaded sales initiatives.

• Conduct thorough discovery processes to align with customers' technical and operational objectives.

• Establish relationships with C-level executives, including CIOs, CISOs, and CSOs.

• Position, showcase, and design high-level solutions across the Palo Alto Networks portfolio.

• Lead comprehensive technical validation processes tailored to client environments.

• Advocate for integrated Palo Alto Networks solutions while collaborating with Professional Services.

• Manage technical relationships for designated accounts, covering solution validation, deployment readiness, adoption, and overall technical health.

• Track customer usage and outcomes to pinpoint optimization opportunities, emerging requirements, and potential risks.

• Collaborate with account teams to re-engage clients and promote ongoing platform adoption.

• Work alongside Professional Services, Customer Success, Specialists, Channel partners, and Support teams.

• Provide technical engagements, solution briefings, demonstrations, and workshops.

• Stay informed about the competitive landscape to effectively differentiate Palo Alto Networks solutions.

• Continuously enhance technical and professional knowledge while contributing to the Solutions Consultant community.

• Achieve and surpass sales quotas.

⛳️ Requirements

• A minimum of 6 years of technical pre-sales experience is required.

• Proven success in selling, implementing, or managing SaaS products is highly preferred.

• A consistent record of meeting or exceeding sales objectives.

• Experience handling seven-figure deals involving extended sales cycles, multiple buying centers, and multi-product solutions.

• Capability to influence and secure buy-in from key stakeholders during customer-facing interactions.

• Proficiency in independently creating and delivering tailored technical presentations, workshops, or validation engagements.

• Previous pre-sales experience with large, complex enterprises, typically with multi-billion-dollar revenues and global or multi-regional operations.

• Ability to manage approximately 10 to 30 high-value accounts.

• Technical expertise or experience in Networking, Network Security, Cybersecurity, Private/Public Cloud Security, SOC/Endpoint, SASE, or AI Security.

• Preferred experience in collaborating with customer success or support functions.

• Previous experience in architecting and positioning cybersecurity solutions is strongly favored.

• High fluency in AI and a strong technical curiosity for self-improvement.

• Up to 50% travel within the territory is required.

• No immigration sponsorship available; applicants must not need work visa sponsorship.

🏝️ Benefits

• Restricted stock units may be part of the compensation package.

• Bonuses may be included.

• Comprehensive employee benefits are provided (details available on the employer benefits page).

• Reasonable accommodations are available for qualified individuals with disabilities.