Solutions Consultant – Major Accounts
Palo Alto Networks
full-time
Posted on:
Location Type: Remote
Location: Germany
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Tech Stack
About the role
- Provide technical leadership and expertise and guidance in your customer’s security transformation journey.
- 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.
- Evangelize industry leadership in on-prem, cloud, and security operations services that establish PANW as your customer’s cybersecurity partner of choice.
- Meet and exceed sales quotas by building and implementing strategic, technical account plans that target cross-platform solutions.
- Position, demonstrate and create high level designs across the entire PANW portfolio based on customer business needs.
- Conduct discovery to understand and articulate the key technical, operational, and commercial imperatives of your prospects and customers.
- Work closely with Professional Services, Customer Success, and Specialist teams to ensure overall customer implementation and adoption of solutions.
- Demonstrate strong communication skills and ability to influence through effective presentations and customer-specific demos, technical engagements, and workshops.
- Lead successful technical validation efforts based on best practices to ensure technical win in assigned opportunities.
- Orchestrate supporting resources (Specialists, Channel Resources, Customer Support) to ensure a one-team approach that demonstrates a cohesive strategy.
- Promote end-to-end solutions that include PANW and/or partner professional services to ensure customers realize business value sooner.
- Understand the competitive landscape and effectively differentiate our leadership.
- Continuously invest in yourself to develop technical and professional skills that drive your ever-increasing contributions to the success of our customers while actively participating within the Solutions Consultant community and at industry events (OT) - Identifying technical stakeholders and cultivating relationships with key personas to build and drive a security architecture transformation roadmap.
Requirements
- 6+ years experience in pre-sales/sales engineering
- Skilled in at least one of the following: Networking, Network Security, Cybersecurity, Private/Public Cloud Security, SOC/Endpoint or SASE.
- Experience in delivering cybersecurity solutions that solve technical challenges and influence new business initiatives is preferred
- Influencing and gaining buy-in from key stakeholders, either in a customer-facing or internal role; prior experience in a pre-sales role is ideal
- Creating and delivering technical presentations, workshops, or technical validation engagements
- 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
- Experience in complex sales involving long sales processes with multiple buying centers and multi-product solutions are preferred
- High level German and Proficient in English.
Benefits
- Flexible work arrangements
- Professional development opportunities
Applicant Tracking System Keywords
Tip: use these terms in your resume and cover letter to boost ATS matches.
Hard Skills & Tools
NetworkingNetwork SecurityCybersecurityPrivate Cloud SecurityPublic Cloud SecuritySOCEndpoint SecuritySASESaaSCNAPP
Soft Skills
communication skillsinfluencingpresentation skillscustomer engagementrelationship buildingstrategic planningcollaborationtechnical validationworkshop facilitationstakeholder management