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Palo Alto Networks Logo Palo Alto Networks · Sales

Solutions Consultant 2 - Federal and Defence

Germany, Berlin · Job Posted May 03, 2026
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Job Description

The Solutions Consultant is the evolution of the traditional Sales Engineering role, aligning how we best serve our customers in understanding their environment, providing solution guidance and ensuring value realization in their investment with Palo Alto Networks. As a Solutions Consultant you provide technical leadership and expertise and guidance in your customer's security transformation journey. You 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 across the product lifecycle. You evangelize our industry leadership in on-prem, cloud, and security operations services that establish PANW as your customer's cybersecurity partner of choice.

Job Responsibility

  • Meeting and exceeding sales quotas by building and implementing strategic, technical account plans that target cross-platform solutions
  • Your ability to position, demonstrate and create high level designs across the entire PANW portfolio based on customer business needs
  • 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 and the ability to influence through effective presentations and customer-specific demos, technical engagements, and workshops
  • Leading successful technical validation efforts based on best practices to ensure technical win in assigned opportunities
  • 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 our leadership
  • 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

Requirements

  • Understanding of data networking and/or modern application design and cloud architectures
  • Delivering cybersecurity solutions that solve technical challenges and influence new business initiatives
  • Influencing and gaining buy-in from key stakeholders
  • prior experience in a pre-sales role is a prerequisite
  • 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, Cloud Security and/or SOC Transformation Technologies
  • 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 are preferred
  • Familiarity working with Channel partners and understanding of a channel-centric market approach
  • Previous work in the German public networking security space with knowledge and experience in relevant public regulatory requirements and public procurement law
  • High level of German language skills. business fluent in English
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