Solutions Consultant (Federal Government)
Our Mission
At Palo Alto Networks®, we’re united by a shared mission—to protect our digital way of life. We thrive at the intersection of innovation and impact, solving real-world problems with cutting-edge technology and bold thinking. Here, everyone has a voice, and every idea counts. If you’re ready to do the most meaningful work of your career alongside people who are just as passionate as you are, you’re in the right place. Who We Are In order to be the cybersecurity partner of choice, we must trailblaze the path and shape the future of our industry. This is something our employees work at each day and is defined by our values: Disruption, Collaboration, Execution, Integrity, and Inclusion. We weave AI into the fabric of everything we do and use it to augment the impact every individual can have. If you are passionate about solving real-world problems and ideating beside the best and the brightest, we invite you to join us! This role is remote, but distance is no barrier to impact. Our hybrid teams collaborate across geographies to solve big problems, stay close to our customers, and grow together. You will be part of a culture that values trust, accountability, and shared success where your work truly matters. Job Summary The Team Systems Engineering - As part of our Systems Engineering team, you’ll support the Sales team with technical expertise and guidance when establishing trust with key clients. You won’t find someone at Palo Alto Networks who isn’t committed to your success – everyone pitches in to assist when it comes to solutions selling, learning, and development. As a member of our Systems Engineering team, you are motivated by a solutions-focused sales environment and find fulfillment in working with clients to resolve incredible complex cyberthreats. Job Summary The Solutions Consultant (Federal Government) is the evolution of the traditional Sales Engineering role, providing technical leadership and expertise to guide customers on their security transformation journey. You will play a key role in defining technical solutions that secure a customer’s key business imperatives, evangelize our industry leadership across on-prem, cloud, and security operations, and ensure customers realize the full value of their investment with Palo Alto Networks.
Key Responsibilities
Meet and exceed sales quotas by developing and executing strategic, technical account plans that feature cross-platform solutions. Understand key customer business requirements to position, demonstrate, and create high-level designs for Palo Alto Networks portfolio solutions. Drive customer adoption of the Palo Alto Networks platform, building relationships to help them achieve increased productivity, operational efficiency, and security efficacy. Lead discovery sessions to understand and articulate the key technical, operational, and commercial challenges of prospects and customers. Proactively collaborate with Professional Services, Customer Success, and specialist teams to ensure a cohesive strategy for customer implementation and solution adoption. Lead successful technical validation efforts using best practices to secure the technical win in assigned opportunities. Analyze the competitive landscape to effectively differentiate Palo Alto Networks' leadership and value proposition. Simplify complex ideas and influence various audiences through effective presentations, customer-specific demos, and technical workshops.
Qualifications
Required Qualifications 6+ years of experience in a pre-sales or sales engineering role working with government bids (RFI/RFP). Experience with LLMs, prompt engineering, and utilizing agentic workflows Demonstrated expertise in at least one of the following domains: Networking, Network Security, Cybersecurity, Private/Public Cloud Security, SOC/Endpoint, or SASE. Proven experience creating and delivering impactful technical presentations, workshops, and technical validation engagements. Experience selling, designing, implementing, or managing solutions in one or more of the following areas: Network Security, SASE, SaaS, CNAPP, and/or SOC Transformation Technologies. Ability to travel to support in-person customer meetings as required for the role. Ability to travel to support in-person customer meetings as required (50% of the time)
Preferred Qualifications
Experience delivering cybersecurity solutions that solve technical challenges and influence new business initiatives. Experience influencing and gaining buy-in from key technical and business stakeholders. Familiarity with complex sales cycles involving long sales processes, multiple buying centers, and multi-product solutions. Experience partnering with post-sales functions like Customer Support or Professional Services to ensure successful solution adoption. Our Commitment We’re trailblazers that dream big, 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 [email protected]. 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. Is role eligible for Immigration Sponsorship? No. Please note that we will not sponsor applicants for work visas for this position.