About the Role The Solutions Consultant (Pre‑Sales) is a customer‑facing role that sits between Sales, Product, and customers, supporting IDVerse’s growth across Latin America and the United States. This is not a sales role and not a software engineering role, but a consultative position focused on explaining technical solutions in clear, accessible terms. In this role, you will partner closely with Account Executives to support prospects during the pre‑sales process, helping customers understand how IDVerse’s solutions fit their technical and business needs. You will engage with both technical and non‑technical stakeholders and adapt your communication style depending on the audience. About the Business IDVerse provides AI‑based identity verification solutions supporting customers across multiple industries, including financial services, fintech, crypto, gaming, and retail. The business operates globally, with customers in the United States and Latin America, and is continuing to expand its regional footprint. The Solutions Consultant role supports both LATAM and U.S. customers, working across a variety of use cases and customer profiles rather than focusing on a single industry vertical. Key Responsibilities - Partner with Account Executives to engage prospective customers and understand their business and technical requirements - Act as the technical point of contact in customer conversations, clearly explaining IDVerse’s solutions to different audiences - Translate customer needs into aligned product capabilities and solution use cases - Support pre‑sales discussions by positioning features, workflows, and value propositions appropriately - Provide high‑level guidance on how IDVerse solutions are implemented in customer environments - Share best practices and common implementation approaches to support smooth onboarding - Capture customer feedback, technical questions, and feature requests and relay them to Product and Go‑To‑Market teams - Collaborate with Sales, Product, and Delivery teams to ensure alignment and consistent messaging - Support internal enablement activities, including contributing to product knowledge sharing and sales training. Qualifications - 3+ years of experience in a pre‑sales, solutions consulting, or customer‑facing technical role - Strong ability to translate technical concepts into clear, simple explanations for non‑technical audiences - Experience working closely with sales teams in a consultative capacity - Comfort engaging with customers across different industries and use cases - Interest or familiarity with technical, AI‑based, or identity‑related products - Ability to understand and explain technical concepts; ability to read or understand APIs or code is a plus but hands‑on coding is not required - Excellent verbal and written communication skills - Fluent in Spanish and English (required); Portuguese is a strong plus U.S. National Base Pay Range: $207,200 - $384,700. Geographic differentials may apply in some locations to better reflect local market rates. We know your well-being and happiness are key to a long and successful career. We are delighted to offer country specific benefits. Click here to access benefits specific to your location. We are committed to providing a fair and accessible hiring process. If you have a disability or other need that requires accommodation or adjustment, please let us know by completing our Applicant Request Support Form or please contact 1-855-833-5120. Criminals may pose as recruiters asking for money or personal information. We never request money or banking details from job applicants. Learn more about spotting and avoiding scams here. Please read our Candidate Privacy Policy. We are an equal opportunity employer: qualified applicants are considered for and treated during employment without regard to race, color, creed, religion, sex, national origin, citizenship status, disability status, protected veteran status, age, marital status, sexual orientation, gender identity, genetic information, or any other characteristic protected by law. USA Job Seekers: EEO Know Your Rights.

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 Your Career 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. You evangelize our industry leadership in on-prem, cloud, and security operations services that establish PANW as your customer’s cybersecurity partner of choice. 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 Qualifications ● 6+ years experience in pre-sales/sales engineering ● Strong understanding of data networking, security architectures, and modern cloud computing environments ● 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/com-missioned roles) is expected to be the annual range listed below. The offered compensation may also include restricted stock units and a bonus. A description of our employee benefits may be found here. $198,000.00 - $273,000.00/yr 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 accommodations@paloaltonetworks.com. 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.

• Create field facing solutions content (Technical Walkthroughs, Deep Dives, Qualification Guides, etc.) for specific solutions around Cyber Resilience & Cybersecurity • Mainstream Cyber Resilience and Cybersecurity knowledge, including enablement projects to better equip the field to have relevant conversations with their customers and prospects • Webinars/Events presentations including internal and external content with Alliance Partners, Channel Partners, Vendors, etc. • Participate in customer facing calls, demos, POCs, EBCs, internal strategy/sizing sessions, and other related solution-focused activities • Solutions Roadmap participation/influence, daily conversations with Solutions Architects and Product Management about field impact, deals, and feedback from the field on existing solutions, etc. • Stay abreast of advancements in both internal product offerings and external partner offerings as well as our competitors’ offerings • Daily Slack availability and enablement, leading to customer/opportunity influence • Partner with Sales & SE Leaders for two-way feedback and communication • Be a beacon of positivity capable of inspiring and motivating the field to reach higher levels of success and attracting customers to adopt Pure Storage technology • High degree of cross-functional engagement with other GTM and corporate functions • Communicate, connect, and align people within the direct team and develop internal relationships across Everpure

Company Overview Docusign brings agreements to life. Over 1.5 million customers and more than a billion people in over 180 countries use Docusign solutions to accelerate the process of doing business and simplify people’s lives. With intelligent agreement management, Docusign unleashes business-critical data that is trapped inside of documents. Until now, these were disconnected from business systems of record, costing businesses time, money, and opportunity. Using Docusign’s Intelligent Agreement Management platform, companies can create, commit, and manage agreements with solutions created by the #1 company in e-signature and contract lifecycle management (CLM). What you'll do The Enterprise Solution Consultant partners with the Enterprise presales Solution Consulting and Enterprise field sales team to discover and understand customer business challenges, complex processes, and architectural landscapes in order to build world-class integrated solutions leveraging Docusign’s platform and suite of products. Through engaging stories and custom-built demonstrations, the SC illustrates the value and benefits of modernizing a prospect’s System of Agreement via the Docusign Intelligent Agreement Management offering. This position is an individual contributor role reporting to the Director, Solution Consulting. Responsibility - Collaborate with the Enterprise Solutions Consulting and Field Sales teams to cultivate and secure net-new business within an assigned territory and targeted accounts - Uncover, comprehend, and document complex business challenges, processes, and enterprise architecture - Engage in meaningful business and technical conversations, sharing industry insights with key stakeholders from all levels and business units within large enterprise organizations - Establish technical credibility and build confidence in recommended solutions leveraging your product expertise, custom product demonstrations, technical Q&A, business process diagrams, and product roadmap discussions - Articulate selected recommendations and the business value they provide to diverse audiences - Work collaboratively with sales partners and other internal teams to provide a world class buying experience - Understand the Contract Lifecycle Management space - Demo and sell based on value selling methodologies defined by the company Job Designation Remote: Employee is not required to be in or near an office frequently and works from a designated remote work location for the majority of the time. Positions at Docusign are assigned a job designation of either In Office, Hybrid or Remote and are specific to the role/job. Preferred job designations are not guaranteed when changing positions within Docusign. Docusign reserves the right to change a position's job designation depending on business needs and as permitted by local law. What you bring Basic - 12+ years prior experience within an Enterprise presales role selling SaaS solutions and concepts to Enterprise customers - BS/BA degree or equivalent in relevant work experience - Experience with technical business documentation like workflow diagrams, proposals, SOWs, RFPs and RFIs Preferred - 15+ years prior presales experience within an Enterprise level SaaS offering, ideally cloud-based - Proven experience working with employees at all levels of an organization - Familiarity with Enterprise-class software systems like ERP, CRM, and ECM systems - Proven experience with software system configuration and integration - Familiarity with HTML, XML, and structured data - Familiarity with electronic signature concepts Wage Transparency Pay for this position is based on a number of factors including geographic location and may vary depending on job-related knowledge, skills, and experience. Based on applicable legislation, the below details pay ranges in the following locations: California: $165,000.00 - $254,925.00 base salary Illinois, Colorado, Massachusetts and Minnesota: $160,900.00 - $233,350.00 base salary Washington, Maryland, New Jersey and New York (including NYC metro area): $160,900.00 - $239,250.00 base salary Washington DC: $165,000.00 - $239,250.00 base salary Ohio: $150,900.00 - $218,775.00 base salary This role is also eligible for the following: - Bonus: Sales personnel are eligible for variable incentive pay dependent on their achievement of pre-established sales goals. Non-Sales roles are eligible for a company bonus plan, which is calculated as a percentage of eligible wages and dependent on company performance. - Stock: This role is eligible to receive Restricted Stock Units (RSUs). Global benefits provide options for the following: - Paid Time Off: earned time off, as well as paid company holidays based on region - Paid Parental Leave: take up to six months off with your child after birth, adoption or foster care placement - Full Health Benefits Plans: options for 100% employer paid and minimum employee contribution health plans from day one of employment - Retirement Plans: select retirement and pension programs with potential for employer contributions - Learning and Development: options for coaching, online courses and education reimbursements - Compassionate Care Leave: paid time off following the loss of a loved one and other life-changing events Work Authorization Notice: Please note that we do not provide visa sponsorship or immigration support for this position. Applicants must already be authorized to work in the United States on a full-time, permanent basis without the need for current or future sponsorship. Life at Docusign Working here Docusign is committed to building trust and making the world more agreeable for our employees, customers and the communities in which we live and work. You can count on us to listen, be honest, and try our best to do what’s right, every day. At Docusign, everything is equal. We each have a responsibility to ensure every team member has an equal opportunity to succeed, to be heard, to exchange ideas openly, to build lasting relationships, and to do the work of their life. Best of all, you will be able to feel deep pride in the work you do, because your contribution helps us make the world better than we found it. And for that, you’ll be loved by us, our customers, and the world in which we live. Accommodation Docusign is committed to providing reasonable accommodations for qualified individuals with disabilities in our job application procedures. If you need such an accommodation, or a religious accommodation, during the application process, please contact us at accommodations@docusign.com. If you experience any issues, concerns, or technical difficulties during the application process please get in touch with our Talent organization at taops@docusign.com for assistance. Applicant and Candidate Privacy Notice States Not Eligible for Employment This position is not eligible for employment in the following states: Alaska, Hawaii, Maine, Mississippi, North Dakota, South Dakota, Vermont, West Virginia and Wyoming. Equal Opportunity Employer It's important to us that we build a talented team that is as diverse as our customers and where all employees feel a deep sense of belonging and thrive. We encourage great talent who bring a range of perspectives to apply for our open positions. Docusign is an Equal Opportunity Employer and makes hiring decisions based on experience, skill, aptitude and a can-do approach. We will not discriminate based on race, ethnicity, color, age, sex, religion, national origin, ancestry, pregnancy, sexual orientation, gender identity, gender expression, genetic information, physical or mental disability, registered domestic partner status, caregiver status, marital status, veteran or military status, or any other legally protected category. EEO Know Your Rights poster #LI-Remote