Director, Business Value Consulting
As a key business development executive at Palo Alto Networks, you will build strategic value-based cases for cybersecurity investment by leading cross-functional teams.
Key Responsibilities:
* Support the sales process by providing expertise in value-based selling and executing robust business plans
* Contribute to team thought leadership by synthesizing experiences into reusable content and frameworks
* Develop and deliver value-focused training and workshops for customers
* Elevate the value function internally, influencing field sales strategies for key accounts
* Lead cross-functional engagement teams with our partners, customers, and senior experts from sales, pre-sales, consulting, and solution architecture—working to shape and drive cybersecurity and digital transformation capabilities
* Coach team members by leveraging consulting expertise to identify C-level strategic issues, assess process capabilities, and develop business cases for IT and security transformation
* Create industry-specific and Palo Alto Networks solution-based value selling tools, programs, and initiatives for sales, alliances, and marketing teams
* Support value-selling training initiatives across the sales ecosystem
Requirements:
* 12+ years of experience in top management consulting or technology companies, focusing on business transformation
* Expertise in building business cases with financial analysis and ROI/TCO modeling
* Strong executive presence and situational awareness, with a proven track record of influencing C-suite leaders to drive key business decisions
* Proven ability to foster accountability and build consensus across teams and customers, driving operational excellence and high-quality deliverables
* Exceptional problem-solving skills, applying consulting frameworks and methodologies, while offering creative solutions to drive executive decisions
* Ability to quickly adapt and contribute to projects across various industries, including IT and OT challenges in cybersecurity, business applications, and systems
* Experience in Cyber Risk Assessment, Cybersecurity, and Cloud Sales & Strategy are highly desirable