Solution Consultant - Public Sector jobs at Palo Alto in Canada, Toronto

Being the cybersecurity partner of choice, protecting our digital way of life.

Your Career

We are looking for a proven first-line sales leader with great energy, leadership, and initiative to drive team performance and revenue growth for our sales team. This role will entail:

• Deeply understanding your customers’ needs by doing the research to develop insight into their priorities

• Bring support to your team by participating in and leading prospect meetings

• Deep dive into weekly territory pipeline and forecasting activities to coach direct reports on strategies to drive closure

• Actively engage in territory planning and development, relationship development and opportunity to drive revenue by supporting and assisting your team in closing opportunities

• Lead a high-performance sales culture that delivers results in bookings, sales development, and forecast accuracy while simultaneously mentoring and developing your team

• In-depth technical knowledge of our portfolio with the ability to take a holistic approach to help solve our customers' problems

• Drive and oversee team selling opportunities

• Holds team and self accountable to achieve challenging goals while maintaining a forward-thinking approach when faced with setbacks

• Ability to communicate with leaders at all levels, including C-suite and establishes open and trusting relationships

• Successfully influences others through change management

• Development of a winning team, including recruiting, hiring and training while upholding our core values.

• Experience and knowledge of SaaS-based architectures, ideally in a networking and/or security industry

• Experience with channel and partner sales models

• Proven leader with the ability to create high performing teams in a rapidly growing sales environment.

• Year over year track record of successful sales pipeline management and results

• Highly driven individual with an execution focus and a strong sense of urgency with an entrepreneurial mindset.

• Track record of consistently delivering revenue numbers and goals while maintaining a focus on team development and growth.

• Capable of successfully managing significant client escalations and issues

• Excellent at influencing others, both externally and internally; ability to communicate effectively and build consensus across various functional groups to achieve goals.

• You're a leader and you know that to get the best results, you also have to be a great team player, building excellent rapport and collaboration with cross-functional teams.

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 $323,700 - $445,100/YR CAD. The offered compensation may also include restricted stock units and a bonus. A description of our employee benefits may be found .

All your information will be kept confidential according to EEO guidelines.

Being the cybersecurity partner of choice, protecting our digital way of life.

Your Impact

• Curiosity is core to the Solutions Consultant role, and you see complex problems as opportunities to learn and deliver innovative solutions! You define your impact by:

• Meeting and exceeding sales quotas by building and implementing strategic, technical account plans that target cross-platform solutions.

• Understands Key customer business requirements and has the ability to position, demonstrate and create high level designs across the entire PANW portfolio solutions creating business value for customers.

• Ability to drive customer adoption of Palo Alto Networks Platform. Building customer relationships by helping customers achieve increased productivity, operational efficiency, security efficacy, and greater flexibility to innovate.

• Conducting discovery to understand and articulate the key technical, operational, and commercial imperatives of your prospects and customers

• Working closely with Professional Services, Customer Success and Specialist teams to ensure overall customer implementation and adoption of solutions.

• Demonstrating strong communication skills, influencing through effective presentations and customer-specific demos, and conducts technical engagements and workshops that are clear and impactful, simplifying complex ideas for various audiences

• Leading successful technical validation efforts based on best practices to ensure technical win in assigned opportunities.

• Demonstrates Cross functional leadership driving collaboration and orchestrating supporting resources (Specialists, Channel Resources, Customer Support) to ensure a one-team approach that demonstrates a cohesive strategy.

• Promoting end-to-end solutions that include PANW and/or partner professional services to ensure customers realize business value sooner

• Understanding the competitive landscape and effectively differentiating PANW's leadership in the cybersecurity space

• Continuously investing in yourself to develop technical and professional skills that drive your ever-increasing contributions to success of our customers while actively participating within the Solutions Consultant community and at industry events

• Identifying technical stakeholders and cultivating relationships with key personas to build and drive a security architecture transformation roadmap

Your Experience

• 6+ years experience in pre-sales/sales engineering

• Understanding of data networking and/or modern application design and cloud architectures

• 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

• This is a field sales position where travel requirements may be required to support in person customer meetings, please discuss with the recruiter on the specifics for this position.

• Proficient in English

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 $198,000 - $273,000. The offered compensation may also include restricted stock units and a bonus. A description of our employee benefits may be found .

All your information will be kept confidential according to EEO guidelines.

Being the cybersecurity partner of choice, protecting our digital way of life.

Your Impact

• Account Management
  • Key account ownership and relationship management for Palo Alto Networks’ largest customers
  • Operate as primary point of contact for multiple product lines supporting the customer journey
  • Operating cross-functionally with clients, end user through C-suite, and internal partners across product lines - Cloud, DevSecOps, Network, and AI security
• Customer Impact
  • Own customer planning, deployment, adoption, account-level reviews, and escalations
  • Builds and manages the customized product delivery to the customer’s tech environment
  • Understands Customer Security Priorities and is able to translate it to Success Plans
• Partnership
  • Partner with Sales team to develop success plans, assess customer health, identify expansion opportunities, and ensure renewals
  • Partner with Post-Sales teams as Professional Services , Customer Success & Support
  • Engage and coordinate customer delivery across Palo Alto Networks team members including engineering and professional services

Your Experience

• 8+ years of professional experience in a customer-facing role, managing high-touch, high visibility post-sales engagements
• Specialization in software product and service delivery to strategic customers with an expertise in 1+ of the following areas
  • Cloud Security
  • DevSecOps
  • Network Security
  • Security Operations
• Proven results working as a trusted advisor to drive business value for customers, including the ability to interact with C-suite through client teams at various levels of technical and non-technical depth
• Expertise in customer guidance throughout their Journey focusing on Value Realization in addition managing customer escalations, balancing customer expectations, and negotiating successful resolutions
• Thrive in a matrixed, team environment, anchored by our values of Collaboration, Disruption, Execution, Inclusion, and Integrity
• Bonus - Client-focused program management
• Bonus - Skilled in customer success software (i.e. Gainsight, Salesforce, Smartsheet, Clarizen, Jira)
• Travel - Open to occasional travel according to the need for strategic customer engagement and on-sites - Potential for 10-15%
• Fluent French OR German speaking skills are required, alongside English and Spanish.

You’ll be ensuring that your customers are successful with our products and as threats evolve and technology changes, you continue helping them to accomplish their desired outcomes.

All your information will be kept confidential according to EEO guidelines.

Being the cybersecurity partner of choice, protecting our digital way of life.

Your Impact

• Manage revenue close and reporting process including Palo Alto Networks’ Financial Services (PAN FS) entities ensuring timely and accurate financial reporting
• Review and approve detailed analysis, journal entries, system transactions, account reconciliations, and key reporting metrics
• Drive operational excellence through automation and continuous process improvement
• Collaborate closely with cross functional teams (Treasury, Technical Accounting, Corporate Accounting) to ensure accurate accounting and reporting as well as seamless project integration
• Assist FP&A with forecasting activities and provide relevant data
• Establish and maintain strong SOX controls
• Lead external audits and special projects

Your Experience

• Bachelor degree in Accounting or Finance, CPA or equivalent experience strongly preferred or equivalent military experience required
• 8+ years of progressive experience in revenue accounting, revenue operations, or finance in Technology or SaaS industry
• Excellent technical and operational knowledge of ASC 606
• Strong analytical and problem resolution skills, ability to be agile, manage priorities, and adhere to deadlines in a fast-paced environment without losing sight of accuracy
• Comprehensive understanding of quote to cash process
• Strong self-starter who operates proactively, high attention to detail, and strong communication skills
• Effective communicator with all levels of management within cross functional organizations
• Experience with financial systems, SAP & RAR, BigQuery, Blackline, Tableau, and SFDC a plus
• Project management experience is a plus

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 $110,000/YR - $179,500/YR. The offered compensation may also include restricted stock units and a bonus. A description of our employee benefits may be found .

All your information will be kept confidential according to EEO guidelines.

Being the cybersecurity partner of choice, protecting our digital way of life.

Your Impact

• Join the fastest growing team where experience meets cutting-edge solutions
• Build and cultivate strong customer relationships, driving business growth within the region
• Partner with the core sales team to align customer strategies and engagements with Cortex and Cloud business objectives.
• Take full ownership of leading strategic sales campaigns, sales forecasting, utilizing in-depth knowledge of sales cycles from initial contact through procurement.
• Engage in deep technical discussions beyond standard sales presentations and pitches; while translating complex technical cybersecurity solutions into clear business value propositions for customers.
• Collaborate closely with cross-functional teams, including sales engineers, to provide tailored customer-centric solutions.
• Partner with Alliances to develop joint strategies, enhance customer engagement and deliver innovative solutions for existing and prospective clients.
• Travel domestically as needed to meet with customers and attend key business events

Your Experience

• 5+ years of field sales experience focusing on key customer accounts and delivering value to Enterprise or Major-level accounts in the cybersecurity industry.

• Extensive platform selling experience in complex sales with multiple buying centers.

• Experience selling SIEM, EDR or CNAPP (DevSecOps, CloudOps) solutions is highly preferred.

• Established trusted relationships with CIOs and CISOs with the ability to influence and drive strategic conversations

• Expertise in applying complex solution sales methodologies to drive results.

• Experience working with channel partners and a deep understanding of a channel-centric go-to-market strategy.

• Demonstrated ability to thrive in a fast-paced, high-growth startup environment while collaborating effectively with sales engineers and cross-functional teams.

• Experience operating in a continuous adoption, expansion, and upsell sales motion within a matrixed sales organization is preferred

• Willingness to travel domestically as necessary to meet business needs.

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 $260000 - $357500. The offered compensation may also include restricted stock units and a bonus. A description of our employee benefits may be found .

All your information will be kept confidential according to EEO guidelines.

This role may require travel to and from Palo Alto Networks, Inc. business meetings and events and requires reliable transportation to do so. If a hire chooses to drive in connection with company business, the hire for this role must maintain a valid driver’s license.

All your information will be kept confidential according to EEO guidelines.

Being the cybersecurity partner of choice, protecting our digital way of life.

Your Career

As a domain consultant STRATA for network security transformation, you provide technical expertise and
guidance in customers' network security and zero trust journey. You will be key in defining

Your Impact

● Present to customers as our expert at all levels in the customer hierarchy, from
practitioner to senior leadership.
● Lead and support customer demonstrations that showcase our unique value proposition.
● Responsible for prospective customers and partners' Technical Validation projects based
on best practices to ensure technical win in assigned opportunities.
● Architect solutions that will help our customers strengthen and simplify their security
posture
● Document high-level design and key use cases to ensure proper implementation and
value realization of Palo Alto Networks solutions
● Lead conversations about industry trends and emerging changes to the security
landscape.
● Responsible for discussing and highlighting product alignment with customer
requirements and differentiation
● As the main technical point of contact for Network Security, you will assist and
collaborate to respond effectively to RFIs/RFPs.
● Position Palo Alto Networks or Partner delivered services as appropriate to ensure
proper implementation and value realization of Palo Alto Networks solutions
● Discuss, with credibility, competitive offers in the marketplace and position ours as the
best alternative
● Distinguished by additional specialized knowledge in breadth and/or depth.

Your Experience

● 6+ years experience in pre-sales/sales engineering within Zero Trust, Networking,

Network Security, SaaS Security or SSE/SASE

● Experience with L2-L4 Networking (L2 Switching architectures including Spanning Tree,

VLANs/trunking, IP routing including static routes, OSPF and BGP, route re-distribution,

L4 Load-balancing)

● Outstanding customer communication and problem-solving skills

● Experience in working with customers, demonstrating problem-solving skills and a can-

do attitude

● Solid understanding of NGFW, Network Security, SASE, SD-WAN, CASB, Proxy, DLP

and BYOD Solutions

● Advanced knowledge of On-Premise and Cloud-Delivered Network Security

● This is a field sales position where travel requirements may be required to support in

● Proficient in English

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 CAD $198000/YR - $273000/YR. The offered compensation may also include restricted stock units and a bonus. A description of our employee benefits may be found .

All your information will be kept confidential according to EEO guidelines.

Being the cybersecurity partner of choice, protecting our digital way of life.

Curiosity is core to the SC role, and you see complex problems as opportunities to learn and deliver innovative solutions! You define your impact by:

• Meeting and exceeding sales quotas by building and implementing strategic, technical account plans that target cross-platform solutions
• Conducting discovery to understand and articulate the key technical, operational, and commercial imperatives of your prospects and customers
• Planning and building compelling technical and business-focused solutions which drive adoption and growth after the initial sale and across the portfolio
• Demonstrating strong communication skills and the ability to influence through effective presentations and customer-specific demos, technical engagements, and workshops
• Orchestrating supporting resources to ensure a one-team approach that demonstrates a cohesive strategy
• Promoting end-to-end solutions that include PANW and/or partner professional services to ensure customers realize business value sooner
• Understanding the competitive landscape and effectively differentiate our leadership
• Continuously investing in yourself to develop technical and professional skills that drive your ever-increasing contributions to customer success while actively participating within the SC community and at industry events

Your Experience

• Understanding of data networking
• Delivering cybersecurity solutions that solve technical challenges and influence new business initiatives
• 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 selling, implementing, or managing SaaS/SASE/cloud/managed/on-prem offerings is a plus
• Partnering with Customer Support functions to ensure successful implementation and adoption of sold solutions
• Complex sales involving long sales processes with multiple buying centers and multi-product solutions is preferred
• Public Sector experience preferred, but not required