Solutions Consultant – Federal

This is a fully remote position, open to applicants in District of Columbia, +6 more states.

📋 Description

• Provide technical leadership and assist customers in navigating their security transformation journeys.

• Develop technical solutions that secure critical business objectives for customers.

• Assume comprehensive technical responsibility for designated accounts, encompassing solution alignment, deployment standards, adoption, and ongoing technical wellbeing.

• Achieve and surpass sales targets through strategic technical account strategies for intricate sales transactions.

• Conduct in-depth discovery to comprehend and align with customer technical and operational priorities.

• Cultivate senior-level customer relationships and position Palo Alto Networks as a reliable strategic partner.

• Showcase, demonstrate, and design high-level solutions within the Palo Alto Networks portfolio.

• Direct complex technical validation processes tailored to specific customer settings.

• Advocate for integrated Palo Alto Networks solutions and collaborate with Professional Services teams.

• Act as the primary technical consultant for assigned accounts.

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

• Partner with Professional Services, Customer Success, Specialists, Channel partners, and Support teams.

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

• Stay informed about the competitive landscape and distinguish Palo Alto Networks solutions.

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

⛳️ Requirements

• Minimum of 6 years of technical pre-sales experience required.

• Strongly preferred: demonstrated success in selling, implementing, or managing SaaS offerings.

• Preferred: active Top Secret or higher security clearance.

• Proven ability to sell to and navigate within the DoD environment.

• Knowledge of USAF enterprise infrastructure and architectures is essential.

• Ideally based in St. Louis, Omaha, or the Boston region, or willing to travel to these and other relevant customer sites.

• Consistent record of meeting or exceeding sales goals.

• Proven experience in executing seven-figure deals involving lengthy sales cycles, multiple buying centers, and multi-product offerings.

• Ability to persuade and secure buy-in from key customer stakeholders.

• Experience in crafting and delivering tailored technical presentations, workshops, or technical validation sessions.

• Pre-sales experience with large, complex enterprises, managing approximately 10–30 high-value accounts.

• Technical knowledge or experience in networking, network security, cybersecurity, private/public cloud security, SOC/endpoint, SASE, or AI security.

• Strongly preferred: experience collaborating with customer success or support functions to ensure successful implementation and solution adoption.

• Preferred: prior experience in architecting and positioning cybersecurity solutions.

• Technical curiosity and the ability to self-develop skills in emerging areas.

• High proficiency in AI technologies.

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

🏝️ Benefits

• Potential inclusion of restricted stock units.

• Possible bonus eligibility.

• Employee benefits available; details outlined in the employer’s benefits description.