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 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. This role is for the Federal District and requires at minimum a Secret security clearance. Qualifications 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 - Skilled in at least one of the following Networking, Network Security, Cybersecurity, Private/Public Cloud Security, SOC/Endpoint or SASE. - 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 The Team Our Solutions Consultant team members work hand-in-hand with large organizations around the world to keep their digital environments protected. We educate, inspire, and empower our potential clients in their journey to transform their security architectures. You are empowered with unmatched systems and tools and a team built on joint success. You won’t find someone at Palo Alto Networks that isn’t committed to your success – with everyone pitching in to assist when it comes to solutions selling, learning, and development. Our Solutions Consulting community is driven by the mission to be our customers’ cybersecurity partner of choice, protecting their digital way of life. 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.

• Lead discovery sessions to identify customer pain points, desired outcomes, and current gaps in their processes or tools • Build and present highly attuned product demos showcasing features such as Crecendo’s AI Messaging Assistants, AI Voice Assistants, Quality Assurance, and Voice of Customer tools • Create resources and workshops to demonstrate agentic AI use cases that can drive value • Serve as the go-to technical resource, clearly articulating Crescendo’s product capabilities, demonstrating use cases, and advising on best practices • Use insights from discovery and workshops to create tailored recommendations and ensure alignment needs and objectives of our customers • Partner with our CX Solution Designers to create service design and cost models for our customers • Partner with Sales, Product, and Engineering to refine requirements, gather customer feedback, and influence product roadmaps, ensuring client needs are represented and addressed • Contribute to account strategies, and assist in scoping engagements • Offer insights and recommendations to help close new business and expansion opportunities • Lead technical discussions and present solutions to a variety of audiences, from end-users to executive stakeholders, ensuring alignment and clarity on technical deliverables • Understand the competitive landscape and articulate how Crescendo’s capabilities uniquely address customer challenges compared to alternatives

• Together with our clients, you analyze requirements in the CX and e-commerce domain and design holistic, scalable solution and system architectures • You design, plan and oversee the implementation of CX concepts — from ideation to realization • You develop tailored solutions across all relevant areas of the B2B and B2C experience • You identify optimization opportunities along the customer journey and provide well-founded technology, architecture and development recommendations • Depending on the project phase, you independently handle subject areas, create user stories and develop functional and technical concepts • You design, facilitate and run workshops with customers and stakeholders • You present your findings and recommendations convincingly at management and project levels • Depending on the project, you may also take on roles in agile environments, e.g., as Scrum Master • You support our sales team in presales activities, e.g., with proposal concepts, pitches and client meetings

Job Description Amazing Career Moments Happen Here Transforming the insurance industry is ambitious, we know. That's why at Applied, we're building a team that shows up every day ready to learn, willing to try new things, and driven to deliver innovative software and services that make us indispensable to our customers - all within a culture built on values that make us indispensable to each other too. With 40+ years of experience in the Insurtech game, we're not just redefining what's achievable; we're creating a place where amazing career moments are made possible. Position Overview We're searching for a Solutions Specialist (Benefits) to join our Customer Experience team in a remote location. To keep us headed in the right direction, we're looking for people who understand winning is a team sport, who value and seek to learn from our team's diverse experiences and backgrounds, who welcome a challenge and take risks in the pursuit of creating better outcomes for our customers, and who can, at any given time, step back to laugh and have some fun. What You'll Do - Serve as an industry expert in the Employee Benefits space, specializing in insurance market dynamics and common independent agency/brokerage processes. This includes deep industry knowledge and expertise in benefits insurance processes and workflows. - Demonstrate advanced product knowledge for at least one persona in the Benefits space (Servicing, Management & Operations, Sales & Marketing, or Accounting), including a deep understanding of workflows. - Strong customer-focus, with a demonstrated urgency to respond to customer questions, concerns and escalations promptly and thoroughly - Engage in consultative discussions with clients, including conducting robust discovery and providing strategic solutions that build trust and influence behaviors that drive adoption. - On occasion, provide deep ongoing support to strategic customers as part of a professional services engagement. This could include guiding customers through best practices, platform configurations, and training. - Develop and deliver compelling presentations, both virtually (via webinars, office hours, etc.) and in person at Applied Net or other events, to showcase the value of Applied solutions (e.g., the Art of the Possible) to Applied customers. - Collaborate cross-functionally with other teams, including Sales, Onboarding Services, Support, Product, Marketing and others, to provide constructive and prioritized feedback based on Voice of Customer/ customer interactions. - Create documentation to support best practices and tutorials for how to use Applied's Benefits solutions. - Meticulously document all client engagements and share detailed learnings with key stakeholders. We're Excited to Learn More About You Your experience may include: - College degree or equivalent work experience; advanced degree preferred (preferable benefits insurance-related) - 5+ years of experience in an agency/brokerage environment, including successful client service/consulting experience; management/leadership experience ideal, but open to any level of agent/broker experience - 2+ years of experience with Applied Epic; ancillary product experience (Applied Benefits Designer, Applied Mobile, etc.) a plus - Excellent communication and presentation skills, capable of persuasively conveying ideas. - Demonstrated ability to identify opportunities, scope of work, and support upselling efforts. You may have other skills or credentials, including: - 2+ years of experience with Applied Epic; ancillary product experience (Applied Benefits Designer, Applied Mobile, etc.) a plus - Robust Benefits insurance knowledge with subject matter expertise in two or more of the following areas: - Insurance Operations - Benefits Servicing - Benefits Account Management - Insurance Technology/Automation We know that talent comes from all backgrounds and experience levels. We encourage military members and their spouses as well as candidates without a degree or a background in tech to apply! When You Join Team Applied, You Can Expect: A culture that values who you are and recognizes that you aren't just an employee; you are a teammate, and you matter. We thrive on the benefits of our different experiences and celebrate the uniqueness our teammates bring to work with them every day. We flex our time together, collaborating remotely and in-person to empower our teams to work in the ways that work best for them. A comprehensive benefits and compensation package that centers our teammates and helps them to bring their best to work every day: - Medical, Dental, and Vision Coverage - Holiday and Vacation Time - Health & Wellness Days - A Bonus Day for Your Birthday Learn more about the people behind our products at https://www1.appliedsystems.com/en-us/about-us/jobs/ Our targeted starting base salary in the United States for this position ranges from $62,000 - $100,000 USD. To determine a new team member's starting pay, we consider a variety of factors, including someone's depth, breadth, and variety of experience, skills, and responsibilities. Depending on the role, team members may also be eligible to participate in additional compensation plans such as bonus and commission. Your Security Matters: Our candidates' personal information and online safety are top of mind for us. At Applied, we proactively protect your personal information and only communicate with candidates via a secure @appliedsystems.com email or through our official careers portal. Recruiters will never request payments, ask for financial account information or sensitive information like social security numbers. AI Utilization We leverage AI tools to streamline parts of our recruitment workflow (such as resume parsing and interview scheduling). However, candidate screening, interviews, and final decisions are conducted by real humans. EEO Statement Applied Systems is proud to be an Equal Employment Opportunity Employer. Diversity and Inclusion is a business imperative and is a part of building our brand and reputation. At Applied, we don't discriminate, and we are committed to recruit, develop, retain, and promote regardless of race, religion, color, national origin, sexual orientation, gender identity, disability, age, veteran status, and other protected status as required by applicable law. #LI-Hybrid OR #LI-Remote #LI-US