Title: Solutions Consultant 2 Location: Charlotte United States time type Full time job requisition id JR-016777 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. - 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 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. 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.

• Lead tailored product demonstrations for municipal prospects across the US • Partner with AEs throughout the sales cycle — from discovery through proposal • Own RFP and RFI responses, working with internal teams to craft accurate, competitive answers • Run discovery sessions to uncover prospect needs and map them to GovPilot capabilities • Build custom demo environments and proof-of-concept configurations • Serve as the technical point of contact during competitive evaluations • Capture and relay product feedback to our product team based on prospect conversations • Support proposal and pricing discussions alongside sales leadership

About the Role The Cloudflare Associate Solution Engineering Program is a 12-month rotational experience designed to launch your career in pre-sales engineering. You'll combine technical depth, customer problem-solving, and business acumen to make Cloudflare's technology accessible and valuable for customers across Asia-Pacific. You'll complete three 4-month rotations across our regional customer bases (Greater China, ANZ, and ASEAN), working alongside experienced Solution Engineers to deliver technical demonstrations, workshops, and proof-of-concepts. At the end of the program, you'll join one of the regional teams as a Solution Engineer. In a typical week, you will: - Shadow customer calls and technical deep-dives with Enterprise and Strategic accounts - Build and deliver product demonstrations tailored to customer use cases (web security, performance, serverless computing) - Participate in workshops on Cloudflare technologies: Workers, Zero Trust, DNS, DDoS mitigation, WAF - Collaborate with Sales, Product, and Engineering teams to solve customer technical questions - Document customer requirements and translate them into solution architectures - Rotate between GCR, ANZ, and ASEAN customer teams every 4 months - Contribute to internal tooling, demo environments, or solution accelerators It is critical that you: - Have graduated within the past 2 years (or have equivalent demonstrated technical experience through boot camps, self-study, or professional work) - Can explain core networking concepts (e.g., how DNS resolution works, what happens when you visit a URL, difference between TCP/UDP) - Are available to start in July 2026 and commit to 12 months including regional rotations - Can manage multiple concurrent projects with competing deadlines - Are authorized to work without sponsorship It would be awesome if you had: - Internship or project experience in a customer-facing, consulting, or technical sales environment - Proficiency in Mandarin, Cantonese, or Bahasa Indonesia (for serving regional customers) - Scripting skills in Python, JavaScript, Bash, or similar - Hands-on experience with web technologies: HTML/CSS/JS, HTTP APIs, or cloud platforms (AWS/GCP/Azure) - Demonstrated ownership of technical projects (GitHub portfolio, conference talks, open-source contributions) Technologies you'll work with: Cloudflare's edge network, Workers (serverless), Zero Trust security, DNS/CDN, DDoS mitigation, WAF, API Gateway, R2 storage, Stream, Images

Company OverviewDeepgram is the leading platform underpinning the emerging trillion-dollar Voice AI economy, providing real-time APIs for speech-to-text (STT), text-to-speech (TTS), and building production-grade voice agents at scale. More than 200,000 developers and 1,300+ organizations build voice offerings that are ‘Powered by Deepgram’, including Twilio, Cloudflare, Sierra, Decagon, Vapi, Daily, Cresta, Granola, and Jack in the Box. Deepgram’s voice-native foundation models are accessed through cloud APIs or as self-hosted and on-premises software, with unmatched accuracy, low latency, and cost efficiency. Backed by a recent Series C led by leading global investors and strategic partners, Deepgram has processed over 50,000 years of audio and transcribed more than 1 trillion words. There is no organization in the world that understands voice better than Deepgram. Company Operating RhythmAt Deepgram, we expect an AI-first mindset—AI use and comfort aren’t optional, they’re core to how we operate, innovate, and measure performance. Every team member who works at Deepgram is expected to actively use and experiment with advanced AI tools, and even build your own into your everyday work. We measure how effectively AI is applied to deliver results, and consistent, creative use of the latest AI capabilities is key to success here. Candidates should be comfortable adopting new models and modes quickly, integrating AI into their workflows, and continuously pushing the boundaries of what these technologies can do. Additionally, we move at the pace of AI. Change is rapid, and you can expect your day-to-day work to evolve just as quickly. This may not be the right role if you’re not excited to experiment, adapt, think on your feet, and learn constantly, or if you’re seeking something highly prescriptive with a traditional 9-to-5. Note: This individual must be based within either Eastern or Pacific Time in the US. Opportunity Deepgram is seeking a talented, support-focused Solutions Architect (Applied Engineer) to join our Applied Engineering (AppEng) team. In this role, you will directly engage with customers to solve complex technical challenges while simultaneously building scalable solutions that enhance our support infrastructure. You'll own complete customer engagements in a post-sales capacity, and occasionally assist with pre-sales and implementation projects as needed. Your strong engineering background will enable you to resolve sophisticated technical issues, create repeatable solutions, and develop automation that allows the broader AppEng team to focus on high-impact pre-sales activities. This position offers an excellent path to grow into broader implementation and pre-sales roles while making an immediate impact on our customer support experience. As a key member of the Applied Engineering team, you'll influence our customer support strategy, and play a crucial role in ensuring our customers receive exceptional technical assistance throughout their journey with Deepgram. Location This role is based in San Francisco, where many of our customers and partners are located. Being close to them helps us move quickly and stay connected to their needs. While the role is anchored in our San Francisco office, Deepgram continues to be remote-first and we don't expect you to be in the office every day. We believe a mix of in-person and remote work allows us to share context and build productively. This role also includes up to 50% travel to meet with customers, support sales engagements, and participate in key onsite interactions About Applied Engineering at Deepgram The Applied Engineering (AppEng) team at Deepgram combines the functions that other companies might separate into Solutions Engineering, Sales Engineering, Implementation, and Technical Support. We serve as the technical interface between Deepgram and our customers throughout their entire journey, from initial discovery and proof-of-concept, through implementation and onboarding, to ongoing technical support. We work closely with our Customer Success and Developer Experience (DX) teams to ensure a positive, growth-focused experience for our customers. This unified approach allows us to provide comprehensive technical guidance and build deeper relationships with our customers. As a support-focused Applied Engineer, you'll be primarily concerned with elevating our technical support capabilities while having opportunities to contribute to the broader Applied Engineering mission in pre-sales, implementation, and more. What You'll Do - Own complete post-sales customer engagements, providing direct technical guidance and solutions - Lead the technical resolution of complex customer support issues, serving as an escalation point for challenging technical problems - Design and implement systematic improvements to our support process and infrastructure - Create automated solutions and self-service tools that address common customer challenges - Analyze support ticket patterns to identify product improvement opportunities and preventative measures - Develop technical documentation, guides, and best practices that enable customers to self-solve issues - Collaborate with product and engineering teams to advocate for customer needs and influence roadmap priorities - Partner with the broader Applied Engineering team to share knowledge and balance support workload - Occasionally assist with implementation projects and pre-sales activities as needed Time Allocation - 50% - Direct customer engagement and technical problem solving - 30% - Building automation and scalable support solutions - 10% - Developing documentation and self-service resources - 10% - Contributing to broader Applied Engineering initiatives and pre-sales activities You'll Love This Role If You - Enjoy direct customer interaction and solving complex technical challenges - Are passionate about creating scalable solutions that enhance customer experiences - Find satisfaction in improving systems and processes to increase efficiency - Have a talent for identifying patterns and translating them into actionable improvements - Are energized by opportunities to apply engineering principles to customer-facing challenges - See technical support as a strategic function that drives customer satisfaction and retention It's Important To Us That You Have - 3+ years of experience in technical support, solutions engineering, or similar customer-facing technical roles - Strong software engineering background with professional development experience in at least one modern programming language, such as Python, JavaScript/TypeScript, Rust, C/C++, or similar languages - Experience developing automation solutions and improving technical processes - Proven ability to troubleshoot complex technical issues in production environments - Excellent written and verbal communication skills with the ability to explain technical concepts clearly It Would Be Great if You Had - Experience with speech recognition, NLP, or related AI technologies - Knowledge of cloud platforms (AWS, GCP, Azure) and containerization technologies like Docker and Kubernetes (K8s) - Experience with API-first products and developer tools - Background in support automation techniques and tools Benefits & Perks* Holistic health - Medical, dental, vision benefits - Annual wellness stipend - Mental health support - Life, STD, LTD Income Insurance Plans Work/life blend - Unlimited PTO - Generous paid parental leave - Flexible schedule - 12 Paid US company holidays - Quarterly personal productivity stipend - One-time stipend for home office upgrades - 401(k) plan with company match - Tax Savings Programs Continuous learning - Learning / Education stipend - Participation in talks and conferences - Employee Resource Groups - AI enablement workshops / sessions *For candidates outside of the US, we use an Employer of Record model in many countries, which means benefits are administered locally and governed by country-specific regulations. Because of this, benefits will differ by region — in some cases international employees receive benefits US employees do not, and vice versa. As we scale, we will continue to evaluate where we can create more alignment, but a 1:1 global benefits structure is not always legally or operationally possible. Backed by prominent investors including Y Combinator, Madrona, Tiger Global, Wing VC and NVIDIA, Deepgram has raised over $215M in total funding. If you're looking to work on cutting-edge technology and make a significant impact in the AI industry, we'd love to hear from you! Deepgram is an equal opportunity employer. We want all voices and perspectives represented in our workforce. We are a curious bunch focused on collaboration and doing the right thing. We put our customers first, grow together and move quickly. We do not discriminate on the basis of race, religion, color, national origin, gender, sexual orientation, gender identity or expression, age, marital status, veteran status, disability status, pregnancy, parental status, genetic information, political affiliation, or any other status protected by the laws or regulations in the locations where we operate. We are happy to provide accommodations for applicants who need them.