Palo Alto Networks Sales and Solution Specialist

This position is listed on behalf of a partner company, who manages all applications and next steps. Our partner is looking for a Palo Alto Networks Sales and Solution Specialist based in the United States.

This is a fully remote, customer-facing, quota-carrying sales role focused on accelerating cybersecurity growth across enterprise accounts.

You will own pipeline creation, opportunity development, forecasting, and commercial closure for strategic cybersecurity solutions.

The role combines enterprise sales expertise with enough technical knowledge to identify client needs and frame compelling solutions.

You will work closely with senior IT and cybersecurity leaders, internal account teams, solution architects, delivery organizations, and technology partners.

A major focus will be expanding cybersecurity opportunities while increasing consulting, implementation, transformation, and managed-services attachment.

You will help identify competitive displacement, modernization, consolidation, Zero Trust, cloud security, and security operations opportunities.

Success will be measured through revenue and gross profit growth, pipeline creation, opportunity conversion, services attachment, and strategic account penetration.

Accountabilities:

• Own and achieve assigned sales, ACV/TCV, and gross profit targets associated with cybersecurity solutions and related services.
• Build and maintain approximately 4x qualified pipeline coverage while proactively creating net-new opportunities rather than relying solely on account-team-generated leads.
• Identify opportunities through direct client engagement, account mapping, technology refresh cycles, renewals, competitive displacement, modernization initiatives, and cybersecurity transformation priorities.
• Develop opportunity strategies, stakeholder maps, close plans, forecasts, and next actions, maintaining accurate pipeline and commercial information throughout the sales cycle.
• Serve as the primary sales specialist connecting internal account teams with cybersecurity vendor field sellers, specialists, channel leaders, and technical resources.
• Develop joint account and pursuit strategies, coordinate partner engagement, and identify opportunities where combined technology, consulting, implementation, migration, transformation, or managed services can create differentiated value.
• Engage directly with CISOs, CIOs, CTOs, infrastructure leaders, security executives, and other senior stakeholders to understand business objectives, technology strategies, security challenges, and risk priorities.
• Lead discovery sessions, executive briefings, workshops, solution presentations, RFP/RFI responses, and commercial discussions, positioning solutions around measurable business outcomes rather than individual products.
• Maintain sufficient expertise across enterprise cybersecurity technologies, including network security, SASE, cloud security, security operations, XDR/XSIAM, Zero Trust, AI security, platform consolidation, and related solutions.
• Collaborate with solution architects and technical specialists to frame appropriate architectures while coordinating commercial, pricing, delivery, services, and partner resources through qualification, proposal, negotiation, and closure.
• Increase attachment of cybersecurity consulting, architecture, implementation, migration, managed security, SASE/network, SOC/MXDR, cloud security, and lifecycle services.
• Activate internal sales teams by developing target-account lists, client triggers, sales plays, talk tracks, competitive intelligence, and repeatable sales motions.
• Strengthen strategic account penetration, create new buying-center relationships, and expand opportunities across existing enterprise clients and targeted new accounts.
• Establish scalable sales practices that turn partner relationships and cybersecurity capabilities into predictable pipeline, revenue, gross profit, and long-term growth.

Requirements

• Significant quota-carrying enterprise sales experience in cybersecurity, networking, cloud, managed services, or related technology markets, with a consistent record of meeting or exceeding sales targets.
• Demonstrated ability to independently create qualified pipeline and develop new business, rather than relying exclusively on inbound or account-generated opportunities.
• Proven experience selling complex technology and services solutions to large enterprise organizations and engaging senior IT, infrastructure, cybersecurity, and business decision-makers.
• Experience working within a major technology provider, global systems integrator, MSP/MSSP, cybersecurity vendor, or comparable technology ecosystem.
• Strong understanding of enterprise cybersecurity, client buying motions, competitive technologies, market dynamics, and partner-led sales models.
• Experience coordinating complex, multi-stakeholder enterprise pursuits and influencing across matrixed organizations without direct authority.
• Strong solution-selling, value-selling, negotiation, commercial, and business-development capabilities, with the ability to translate technical capabilities into clear client outcomes.
• Sufficient knowledge of leading cybersecurity platforms and solution areas such as network security, SASE, cloud security, security operations, Zero Trust, AI security, and platform consolidation.
• Experience with Palo Alto Networks solutions is strongly preferred, as is previous experience working for the vendor or within a strategic partner ecosystem.
• Existing relationships with relevant cybersecurity field sellers, channel organizations, or enterprise technology stakeholders are advantageous.
• Understanding of platform strategies spanning Strata, Prisma, and Cortex is preferred.
• Strong executive presence, communication, relationship-building, team-selling, and deal-orchestration skills.
• High level of ownership, urgency, accountability, and commercial discipline, with the ability to prioritize opportunities that can have the greatest impact on growth.
• Bachelor’s degree or equivalent experience in business, technology, sales, or a related field.
• Relevant solution-selling or consultative-selling certifications are preferred; applicable Palo Alto Networks sales and solution certifications may be expected within an agreed period after appointment.

Benefits

• Salary: U.S.-based remote compensation range of $115,000-$213,000, with actual compensation determined by work location, experience, technical skills, qualifications, and other relevant factors.
• Incentive compensation: Eligibility for additional incentive compensation based on individual and/or company performance.
• Medical coverage: Medical insurance with employer contribution.
• Dental and vision: Dental and vision insurance options with employer contribution.
• Health accounts: Flexible spending account or health savings account options.
• Retirement: 401(k) program with company match.
• Insurance protection: Life and AD&D insurance, plus short- and long-term disability coverage.
• Time off: Paid time off and additional legally required benefits.
• Well-being: Employee assistance resources and additional voluntary benefits.
• Work arrangement: Fully remote position within the United States.
• Career opportunity: Exposure to strategic enterprise cybersecurity sales, complex technology solutions, global partner ecosystems, and high-impact client engagements.
• Growth: Opportunity to expand strategic account relationships, develop repeatable sales motions, and contribute directly to significant commercial growth.