Our MissionAt Palo Alto Networks® everything starts and ends with our mission:Being the cybersecurity partner of choice, protecting our digital way of life.Our vision is a world where each day is safer and more secure than the one before. 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.Who We AreWe take our mission of protecting the digital way of life seriously. We are relentless in protecting our customers and we believe that the unique ideas of every member of our team contributes to our collective success. Our values were crowdsourced by employees and are brought to life through each of us everyday - from disruptive innovation and collaboration, to execution. From showing up for each other with integrity to creating an environment where we all feel included.As a member of our team, you will be shaping the future of cybersecurity. We work fast, value ongoing learning, and we respect each employee as a unique individual. Knowing we all have different needs, our development and personal wellbeing programs are designed to give you choice in how you are supported. This includes our FLEXBenefits wellbeing spending account with over 1,000 eligible items selected by employees, our mental and financial health resources, and our personalized learning opportunities - just to name a few!Your CareerIn this Senior Principal Business Value Consultant role, you will lead cross-functional teams composed of leaders from our Ecosystems GSI team, customers, sales, solution consulting, business units, and other functional groups. You will have the opportunity to excel in areas of sales strategy, consultative discovery, and engagement execution including business analysis, problem solving, program management, executive communication and consensus building.Your Impact
Support the GSI sales process by providing value-based selling expertise
Contribute to team thought leadership by consistently synthesizing experiences into reusable content and frameworks
Develop and deliver value-related training and workshops to GSIs and customers
Elevate the value function internally across our field sales stakeholders to contribute to the overall account(s) sales strategy
Lead cross-discipline, multi-LOB engagement teams with our partners, customers and senior Palo Alto Networks experts from sales, pre-sales, consulting, and solution architecture - working to shape and drive global systems integrator cyber security and digital transformation capabilities
Provide coaching to team members by leveraging knowledge, consulting skills, experience, and analytical capabilities in identifying key C-level strategic issues, assessing existing process capabilities, and developing business cases for IT and security transformation objectives
Create industry and Palo Alto Networks solution specific value selling tools, programs, and initiatives for use in our sales, alliances, and marketing organizations
Support value-selling training activities across the sales ecosystem
Your Experience
12+ years of experience preferably in a top management consulting firm or technology company with a focus on business transformation
MBA degree preferred or equivalent military experience required
Excellent situational awareness and executive presence, with a track record of successfully influencing the C-suite to act
Proven ability to drive accountability & build consensus with all team members and customers, in driving operational excellence and quality of deliverables - Exceptional business problem solving aptitude using established consulting frameworks and methodologies, or out-of-the-box ideas, to frame available information and drive executive decisions
Skilled in deep financial analysis and modeling of ROI & TCO to justify business cases - Demonstrated ability to learn quickly and participate on projects with varied industry and business-imperative focus including business-related IT and OT challenges in cybersecurity, business applications and systems
Experience with risk assessment, especially cyber risk is preferred
The TeamBusiness Value Consulting is a strategic, consultative team that engages with Fortune 1000 and public sector customers to build and deliver strategic business justification for being their digital transformation cybersecurity partner. You will have the opportunity to excel in areas of sales strategy, consultative discovery, and engagement execution including business analysis, problem solving, program management, executive communication and consensus building.Compensation DisclosureThe 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/commissioned roles) is expected to be between $270000 - $315000/YR. The offered compensation may also include restricted stock units and a bonus. A description of our employee benefits may be found here (http://benefits.paloaltonetworks.com/) .Our CommitmentWe’re problem solvers that take risks and challenge cybersecurity’s status quo. It’s simple: we can’t accomplish our mission without diverse teams innovating, together.We are committed to providing reasonable accommodations for all qualified individuals with a disability. If you require assistance or accommodation due to a disability or special need, please contact us at accommodations@paloaltonetworks.com .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.
