Solutions Consultant – Defence

Overview

In this role, you guide security transformations for Defence sector clients, translating complex cybersecurity solutions into strategic business value. You will act as technical leader across on-prem, cloud, and security operations, shaping designs and ensuring customer success. The position emphasizes cross-functional collaboration with Professional Services, Customer Success, and specialists to drive value realization. This remote role connects you with a global, impact-driven team that values trust and results, helping customers advance their security architectures.

Responsibilities

• Meet and exceed sales quotas by building and executing strategic technical account plans
• Position, demonstrate and design high-level solutions across the PANW portfolio based on customer needs
• Conduct discovery to capture key technical, operational, and commercial imperatives
• Collaborate with Professional Services, Customer Success and Specialist teams to drive implementation and adoption
• Lead technical validation efforts to secure technical wins in opportunities
• Coordinate resources (Specialists, Channel, Support) to enable a cohesive, one-team approach
• Promote end-to-end solutions that include PANW and partner services to accelerate business value
• Understand competitive landscape and articulate differentiation of PANW leadership
• Invest in ongoing technical and professional development and participate in the Solutions Consultant community
• Identify key stakeholders and build relationships to drive a security architecture transformation roadmap

Key requirements

• Understanding of data networking and/or modern application design and cloud architectures
• Delivering cybersecurity solutions that influence business initiatives
• Influencing stakeholders in customer-facing or internal roles (pre-sales experience ideal)
• Creating and delivering technical presentations, workshops, or validation engagements
• Experience selling, designing, implementing, or managing Network Security, SASE, SaaS, CNAPP and/or SOC Transformation technologies
• Partnering with Customer Support to ensure successful deployment and adoption
• Experience with complex multi-product sales and multiple buying centers
• Proficiency in English

• strong communication
• ability to influence and persuade
• collaboration across teams
• Network Security
• SASE
• SaaS

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