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Solutions Consultant Manager, Major Accounts

2 months ago

Austin, United States Palo Alto Networks Full time
Job DescriptionJob DescriptionCompany Description

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 

Job Description

Your Career

The Solutions Consultant Manager is the evolution of the traditional Sales Engineer Manager role, aligning how we lead teams to best serve our customers in understanding their environment, providing solution guidance and ensuring value realization in their investment with Palo Alto Networks.

As our Solutions Consultant Manager, you are the technical leader for your District Solutions Consulting team. You will work closely with the District Sales Manager and, along with your team, build relationships with your customers with the goal of helping them detect and prevent advanced cyberattacks and breaches. Our customers need guidance on what applications to deploy from our platform. Your guidance, expertise, and mentorship of your team will keep them ahead of the latest cyberthreats and stay on the leading edge of prevention. 

As the technical leader for your assigned territory, you will guide and develop your team to define innovative technical solutions that secure customers' key business imperatives and maximize the value of their investment with Palo Alto Networks. You will champion our industry leadership in on-premises, cloud, and security operations services, establishing Palo Alto Networks as the preferred cybersecurity partner for your customers. You will also nurture talent within your team and provide valuable feedback to the product management team on new feature requests and product improvements based on insights gained from your customer interaction. Your team 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.

Your Impact

  • Recruit and hire new Solutions Consultants into the territory, hiring the best talent in the industry
  • Responsible for training, mentoring, and reviewing employees on your team, keeping them engaged and successful in their careers 
  • Support field Solutions Consultant team in complex evaluations, problem-solving and challenging customer environments
  • Leads and coaches team on successful technical validation efforts based on best practices to ensure technical win in assigned opportunities.
  • Define, create and monitor individual development plans for your team
  • Works closely with Professional Services, Customer Success and Specialist teams to ensure overall customer implementation and adoption of solutions.
  • Provide effective technical leadership in customer interactions to include sharing security trends and standard methodologies employed by other customers to actively be part of the selling process
  • Drive Palo Alto Networks Platformization efforts within your accounts.
  • Work closely with the Domain Specialist Manager to ensure optimal use of resources and align the required resources to the projects you are handling
  • Act as an escalation point to collaborate with pre-sales and post-sales teams for any issues that arise
  • Build and maintain relationships with key customers to solidify reference accounts and to assist the account teams with defining plans to drive more business
  • Present to customers as our expert in your area at all levels in the customer hierarchy from technician to CIO
  • Discuss competitor products in the marketplace and positions ours as the best alternative
  • Working with Product Management, Technical Marketing, and R&D to build requirements and product features for our large customers and provide feedback from customers 
  • 50-75% travel within the region
  • [OT] - Work with your sales counterpart (DSM) to develop a technical strategy that accelerates growth - Identify key verticals, markets, use cases, and solutions to focus on, and devise a comprehensive strategy and engagement model tailored to your region or district
Qualifications

Your Experience 

  • Experience as a pre-sales System Engineer Manager
  • Experience as a Senior System Engineer/Specialists
  • Industry knowledge of security product market trends and directional awareness of our roadmap and technology development efforts, knowledge of competitor offerings and products 
  • Knowledge of how to deliver comprehensive security solutions to Palo Alto Networks customer base
  • Experience in selling, designing, implementing or managing one or more of the following solutions - Network Security, SASE, SaaS, CNAPP and/or SOC Transformation Technologies
  • Partnering with Customer Support functions to ensure successful implementation and adoption of sold solutions
  • Strong communication (written and verbal) and presentation skills
  • Quota driven attitude focused on client's best solution by being a trusted advisor 
  • Proficient in English


Additional Information

The Team

Our Solutions Consultant team members work hand-in-hand with large organizations around the world to keep their digital environments protected. We educate, inspire,and empower our potential clients in their journey to security. 

You are empowered with unmatched systems and tools and a team built on joint success. 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. Our Solutions Consulting community is driven by the mission to be our customer's cybersecurity partner of choice, protecting their digital way of life. 

Compensation Disclosure

The 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/commissioned roles) is expected to be between $218,600/yr to $300,650/yr. The offered compensation may also include restricted stock units and a bonus. A description of our employee benefits may be found here.

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.