• You will be responsible for creating enterprise-quality AI, ML, and Data Science based solutions • You will be involved in technology selection, API design, and establishing core patterns within our products and client projects • You will consider the functional and non-functional requirements to inform these decisions and lead our development team in implementing them • You will work with our world class Data Science and Data Engineering teams to provide robust, high quality, performant cloud based solutions for our customers • Our technical architects are expected to prove solutions and contribute to the development team, as well as reviewing code and driving improvement to our development practice and processes • The role includes direct interaction with our clients and business stakeholders, which are a mixture of technical and non-technical audiences • As an architect you would be expected to exemplify this both by bringing new ideas to our projects, but also listening to and assessing ideas from the team

• Own the Technical Sales Lifecycle: Drive the technical sales process from introductory meetings and discovery through to post-sales success, upselling, and subscription renewals. • Architect AI Solutions: Design comprehensive solutions for customer needs using Cloudera technologies—specifically Cloudera AI, AI Inference, AI Studios, and AI Workbench —based on reference architectures and common patterns. • Strategic Evangelism: Present Cloudera’s product roadmap and vision to C-level executives (CIO, CTO, CDO), demonstrating how AI Agents and Cloud Bursting accelerate enterprise AI adoption. • Demonstrate Value: Create and deliver inspiring technical presentations and demonstrations that compel customers to say “yes” to Cloudera. • Partner with Account Managers to articulate the true business value of our solutions. • Voice of the Customer: Interface with Product Management and Engineering to advocate for your customers' needs, transforming feedback from the field into actionable roadmap items. • Community Leadership: Participate in external publicity and evangelism, including speaking at conferences, writing blogs, and leading webinars to drive the narrative around trusted Enterprise AI.

Title: Solutions Consultant, USAF Locations: Arlington, VA United States of America Boston, MA United States of America time type Full time Remote job requisition id JR-016313 Job Description: 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 Our Mission At Palo Alto Networks, everything starts and ends with our mission: Being the cybersecurity partner of choice, protecting our digital way of life. We have the vision of a world where each day is safer and more secure than the one before. These aren't easy goals to accomplish - but we're not here for easy. We're here for better. We are a company built on the foundation of challenging and disrupting the way things are done, and we're looking for innovators who are as committed to shaping the future of cybersecurity as we are. We're changing the nature of work. Palo Alto Networks is evolving to meet the needs of our employees now and in the future through FLEXWORK, our approach to how we work. From benefits to learning, location to leadership, we've rethought and recreated every aspect of the employee experience at Palo Alto Networks. And because it FLEXes around each individual employee based on their individual choices, employees are empowered to push boundaries and help us all evolve, together. 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 - Understanding 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 - Driving 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 - Demonstrating cross-functional leadership by 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 - Attaining and maintaining required PANW certifications Qualifications Your Experience - 6+ years experience in pre-sales/sales engineering - Security Clearance Requirement: Active Top Secret or higher - Proven track record and experience in selling to and navigating the USAF enterprise environment - Knowledge of USAF enterprise infrastructure and architectures - Outstanding teammate with a keen customer focus - Located near the Boston area or willing to travel there - and other relevant customer locations - routinely - 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 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. 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. 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. 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. 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.

• Serve as a trusted technical advisor throughout the sales cycle • Collaborating with the sales team, prospects and existing clients to uncover challenges and design compelling solutions • Delivering impactful product demos and executive briefings (virtual and on-site) • Designing enterprise-level technology solutions • Providing technical leadership in the sales process • Engaging with the industry at external events