Strategic Account Solutions Architect

2 weeks ago

Austin, Texas, United States Palo Alto Networks Full time
Job Overview

Company Overview

At Palo Alto Networks, our mission is clear:

To be the trusted cybersecurity partner, safeguarding our digital existence.

We envision a world where each day is more secure than the last. Achieving this vision is challenging, but we are committed to making it a reality. We are a company that thrives on innovation and disruption, seeking individuals who are dedicated to shaping the future of cybersecurity.

Our work culture is evolving. Through our FLEXWORK initiative, we are redefining how we operate to meet the diverse needs of our employees. From benefits to professional development, location flexibility to leadership, we have reimagined every aspect of the employee experience. This approach empowers our team members to push boundaries and grow together.

Your Role

The Solutions Consultant position represents a modern evolution of the traditional Sales Engineering role, focusing on how we best assist our clients in comprehending their environments, offering solution guidance, and ensuring they realize the value of their investments with Palo Alto Networks. In this role, you will provide technical leadership and expertise throughout your client's security transformation journey. You will be instrumental in defining technical solutions that secure essential business objectives and ensure value realization from their partnership with Palo Alto Networks. You will advocate for our industry leadership in on-premises, cloud, and security operations services, establishing PANW as the preferred cybersecurity partner for your clients.

Your Contributions

Curiosity is fundamental to the Solutions Consultant role, as you view complex challenges as opportunities for learning and delivering innovative solutions. Your impact will be defined by:

  • Achieving and surpassing sales targets by developing and executing strategic technical account plans that focus on cross-platform solutions.
  • Your ability to position, demonstrate, and create high-level designs across the entire PANW portfolio based on customer requirements.
  • Conducting thorough discovery sessions to understand and articulate the critical technical, operational, and commercial needs of your prospects and clients.
  • Collaborating closely with Professional Services, Customer Success, and Specialist teams to ensure comprehensive customer implementation and adoption of solutions.
  • Exhibiting strong communication skills and the capacity to influence through effective presentations, customer-specific demonstrations, technical engagements, and workshops.
  • Leading successful technical validation efforts based on best practices to secure technical wins in assigned opportunities.
  • Coordinating supporting resources (Specialists, Channel Resources, Customer Support) to ensure a unified approach that reflects a cohesive strategy.
  • Promoting comprehensive solutions that incorporate PANW and/or partner professional services to ensure clients achieve business value promptly.
  • Understanding the competitive landscape and effectively differentiating our leadership position.
  • Continuously investing in your professional development to enhance your technical and professional skills, contributing to the success of our clients while actively engaging with the Solutions Consultant community and participating in industry events.
  • (OT) - Identifying technical stakeholders and fostering relationships with key personas to develop and drive a security architecture transformation roadmap.
Your Qualifications
  • Proficient understanding of data networking and/or contemporary application design and cloud architectures.
  • Experience delivering cybersecurity solutions that address technical challenges and influence new business initiatives.
  • Ability to influence and gain support from key stakeholders, whether in a customer-facing or internal capacity; prior experience in a pre-sales role is advantageous.
  • Experience in creating and delivering technical presentations, workshops, or validation engagements.
  • Background in selling, designing, implementing, or managing one or more of the following solutions: Network Security, SASE, SaaS, CNAPP, and/or SOC Transformation Technologies.
  • Collaboration with Customer Support functions to ensure successful implementation and adoption of sold solutions.
  • Experience with complex sales processes involving multiple buying centers and multi-product solutions is preferred.
  • Fluency in English.
The Team

Our Solutions Consultant team collaborates closely with large organizations globally to safeguard their digital environments. We educate, inspire, and empower our potential clients on their journey to transform their security architectures.

You will have access to unparalleled systems and tools, supported by a team dedicated to collective success. At Palo Alto Networks, everyone is committed to your success, contributing to solutions selling, learning, and development. Our Solutions Consulting community is driven by the mission to be our clients' cybersecurity partner of choice, protecting their digital way of life.

Our Commitment

We are innovators who dream big, take risks, and challenge the status quo in cybersecurity. Our mission cannot be achieved without diverse teams working together.

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 information will be kept confidential according to EEO guidelines.

The compensation for this position will depend on qualifications, experience, and work location. The starting base salary (for non-sales roles) or base salary + commission target (for sales/commissioned roles) is expected to be competitive. Additional compensation may include restricted stock units and bonuses. A description of our employee benefits is available.

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