• 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. • 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.

• Lead technical discovery sessions with enterprise customers. • Deliver compelling product demonstrations tailored to customer environments. • Design and execute proof-of-concepts. • Serve as the trusted technical advisor throughout the sales cycle. • Present to CIOs, CISOs, architects, and Salesforce Centers of Excellence. • Build technical credibility around DevSecOps, security, CI/CD, governance, and compliance. • Partner closely with Sales to develop account strategies. • Participate in executive meetings and commercial discussions. • Help qualify opportunities and drive technical wins. • Assist with solution positioning and customer value articulation. • Contribute to territory planning and pipeline development. • Identify expansion opportunities within existing customers. • Become a key technical representative for AutoRABIT across Australia and New Zealand. • Build relationships with Salesforce, GSIs, and consulting partners. • Represent AutoRABIT at industry events and Salesforce community meetings. • Share market feedback to influence product direction and customer success.

• Collaborate with account teams to evaluate and understand customer data center environments and infrastructure technologies. • Design and propose tailored infrastructure solutions that align with customers' business objectives. • Build and maintain technical relationships with OEMs and strategic partners, and stay updated on the latest product information. • Provide product training and technical education to the sales team and customers. • Act as a trusted IT advisor for customers, partnering with Field Account Executives. • Manage the solution practice pipeline by developing strategies for top prospects and acquiring new business. • Identify and uncover technology opportunities within Data Center, Cloud, Network, Security, Collaboration, and Services spaces. • Engage with multiple layers of client contacts, including CIOs, IT Directors, and CTOs, to ensure comprehensive account management. • Educate and develop sales teams on technical selling, product training, services, and technology trends.

• Work hands on with customers to deliver high quality production-ready AI and Software solutions • Drive exceptional customer success as reflected in successful implementations and high POC conversion rates, renewal rates, and customer satisfaction scores • Leverage deep technical expertise to support customers and troubleshoot complex issues • Work with the product team to prioritize the roadmap based on real customer feedback • Communicate findings to stakeholders in a clear and concise way