Solutions Consultant providing technical expertise and leadership in cybersecurity solutions for Palo Alto Networks. Aligning customer needs with business value and driving adoption of security platforms.
About the role
- Industry Principal, CSA role at Softchoice leading enterprise transformations with a focus on technology and innovation. Engaging strategic customers in diverse technology landscapes to realize measurable impacts.
Responsibilities
- Co-Author the executive sales cycle end-to-end across Transformation, Security, Data & AI, Infrastructure Modernization, and Workplace—leading discovery, mapping business problems to service-led offers, orchestrating virtual teams (pre-sales architects, delivery, partners), shaping proposals and SOWs, and negotiating to signature.
- Lead with value and measurable ROI, building compelling business cases tied to productivity gains, cost-to-serve reduction, risk and compliance outcomes, and adoption metrics that ensure impact beyond the close.
- Facilitate C-level and boardroom conversations to demystify AI and modern technology, align stakeholders, and drive clarity on which initiatives to pursue, why they matter, and how they deliver business outcomes.
- Architect and position integrated solutions spanning AI, data platforms, security, cloud, infrastructure, and modern workplace—ensuring designs are scalable, secure, and aligned to enterprise operating models.
- Partner in co-sell and funding motions, working closely with OEM Partners, Microsoft and other hyperscalers to unlock workshops, AMMP/MDF, incentives, and proof-of-concept funding that accelerates pipeline and deal velocity.
- Maintain pipeline discipline and forecasting rigor, ensuring strong Salesforce hygiene, weekly funnel cadence, sufficiency management, and effective use of Sales Ops dashboards.
- Evangelize responsibly, positioning governance, identity, Zero Trust, Purview, DLP, and AI Centers of Excellence to help customers scale innovation while reducing risk.
- Activate and lead High Performance Teams (HPTs), align account executives, CSLs, architects, and delivery leaders to execute complex, multi-domain initiatives with shared accountability.
- Drive adoption and change, ensuring solutions translate into realized value through enablement, operating model alignment, and sustained customer engagement.
Requirements
- Senior executive credibility, with a proven ability to engage CIOs, CISOs, CTOs, and business leaders in outcome-focused, strategic conversations.
- Deep expertise in one or more core domains—Security, Data & AI, Infrastructure Modernization, or Workplace prepared with strong working knowledge across the full enterprise technology stack.
- Proven experience owning complex, services-led sales cycles, including discovery, solution shaping, proposal and SOW development, and executive-level deal closure.
- Strong business acumen, with the ability to build and articulate ROI-driven business cases tied to productivity, cost optimization, risk reduction, and regulatory compliance.
- Hands-on architectural and consulting background, enabling you to move seamlessly between strategy, design, and execution when required.
- Experience operating in a partner-centric ecosystem, working with Microsoft and other hyperscalers to drive co-sell motions, funding programs, and joint GTMs.
- Comfort with ambiguity and transformation, able to lead through change, evolving operating models, and emerging technologies.
- A High-Performance Team mindset, excelling at orchestrating virtual teams, enabling others, and scaling impact through collaboration.
- Strong communication and storytelling skills, capable of simplifying complexity and influencing decision-makers at all levels.
- A disciplined operator, maintaining pipeline rigor, forecast accuracy, and CRM hygiene without losing focus on customer outcomes.
- Values-driven leadership, balancing confidence with humility, ownership with empowerment, and ambition with accountability.
Benefits
- Health and Wellbeing: Medical and Dental Care, Employee & Family Assistance Program
- Financial Benefits: RRSP/DPSP Retirement Savings Plan with Company Matching, Life and Disability Insurance
- Paid Time Off: Vacation and Sick Leave, Holidays, Parental Leave, Volunteer Days, Bereavement Leave
- Additional Perks: Employee Discount Program
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