Principal Business Value Consulting

  • Reston, VA, USA
  • Employees can work remotely
  • Full-time
  • Department: Sales/Sales Operations

Company Description

Our Mission

At Palo Alto Networks® everything starts and ends with our mission:

Being the cybersecurity partner of choice, protecting our digital way of life.

We have the vision of a world where each day is safer and more secure than the one before. These aren’t easy goals to accomplish – but we’re not here for easy. We’re here for better. 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.

Disruption is at the core of our technology and on our way of work to meet the needs of our employees now and in the future through FLEXWORK, our approach to how we work. We’re changing the nature of work from benefits to learning, location to leadership, we’ve rethought and recreated every aspect of the employee experience at Palo Alto Networks. And because it FLEXes around each individual employee based on their individual choices, employees are empowered to push boundaries and help us all evolve, together.

Job Description

Your Career 

The business value program is a strategic, consultative program and is a critical member of Palo Alto Networks' sales organization.  We engage with Fortune 1000 customers to build and deliver strategic business justification to be their digital transformation cybersecurity partner.  This role requires expertise in leading cross-functional teams composed of leaders from customers, sales, solution consulting, business units, and other functional groups. The candidate must excel in areas of sales strategy, consultative discovery, and engagement execution including business analysis, problem solving, program management, executive communication, consensus building and people development. 

 Your Impact

  • Lead cross-discipline, multi-LOB engagement teams with our customers and senior Palo Alto Networks experts from sales, pre-sales, consulting, and solution architecture; working to shape and drive large cyber security and digital transformation proposals

  • Contribute to team thought leadership by consistently synthesizing customer experiences into reusable content and frameworks 

  • Elevate the value function internally across our field sales stakeholders to contribute to the overall account(s) sales strategy

  • 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

Qualifications

 Your Experience

  • You have 12+ years of experience preferably in a top management consulting firm or software company with a focus on business transformation and sustained execution of continuous optimization initiatives for fortune 500 companies

  • You obtained a bachelor’s degree with an emphasis in a quantitative field; advanced degree is preferred

  • You know that true outcomes are not accidental, they are crafted with relentless preparation, collaboration, and a deep focus on the details

  • Proven ability to influence, drive accountability and build consensus with all team members and customers to ensure operational excellence and quality of deliverables

  • Excellent situational awareness in handling objections in dynamic customer environments

  • Executive presence while collaborating with and successfully influencing the C-suite to act

  • Strong verbal and written communication of qualitative and quantitative business cases

  • Deep financial analysis and modeling of ROI and TCO concepts to justify business cases

  • Knowledge of business-related IT and OT challenges and solutions including cybersecurity, business applications, systems, and business process integration

  • Demonstrated ability to learn quickly and participate on projects with varied industry and business imperative focus

  • Sufficient knowledge of data center operational technology process and cybersecurity standards

  • Exceptional business problem solving aptitude combined with strong interpersonal skills

  • Deep financial modeling, benchmarking and quantitative skills and experience developing and defending large-scale capital appropriation requests

  • Experience with risk assessment, especially cyber risk is preferred

Additional Information

The Team

We work hand-in-hand with organizations around the world as they move to transform their cybersecurity environment.  As part of our team, you will become a trusted partner of our customers, helping them shape their strategic security technology direction.

You are empowered with unmatched systems and tools, including constantly updated research and sales libraries and a team built on joint success. You won’t find someone at Palo Alto Networks who isn’t committed to your success — everyone assists when it comes to solution selling, learning, and development.

Our Commitment

We’re trailblazers that dream big, take risks, and challenge cybersecurity’s status quo. It’s simple: we can’t accomplish our mission without diverse teams innovating, together.

Palo Alto Networks is evolving and changing the nature of work to meet the needs of our employees now and in the future through FLEXWORK, our approach to how we work. From benefits to learning, location to leadership, we’ve rethought and recreated every aspect of the employee experience at Palo Alto Networks. And because it FLEXes around each individual employee based on their individual choices, employees are empowered to push boundaries and help us all evolve, 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 [email protected].

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.

Colorado Equal Pay Statement:

Disclosure required by sb19-085 (8-5-20) of the minimum salary compensation for this role to be located in the state of Colorado. If hired in Colorado, this position starts at $208,700/yr. Dependent on the position offered, restricted stock units and incentive or bonus pay may be provided as part of this compensation package. Additional benefits may be found here.

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