Senior Principal Value Realization Consultant

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.

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 Are 

We take our mission of protecting the digital way of life seriously. We are relentless in protecting our customers and we believe 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! 

Job Description

Your Career

In this Senior Principal Value Realization Consultant role, you will lead cross-functional teams composed of leaders from 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 

Qualifications

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
• Travel 25%

Additional Information

The Team

The Worldwide Shared Services team is dedicated to empowering Palo Alto Networks’ go-to-market teams through innovative solutions and strategic guidance to drive superior outcomes. We strive to equip our teams with the expertise and resources needed to make a meaningful and lasting impact with the customers we serve while achieving sales excellence. We are committed to fostering an environment where our team members can thrive, creating a culture of collaboration and knowledge sharing to drive collective growth and success.

Business 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.

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.

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.

The 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 $211,000/yr to $290,200/yr. The offered compensation may also include restricted stock units and a bonus. A description of our employee benefits may be found here.

Is role eligible for Immigration Sponsorship? No. Please note that we will not sponsor applicants for work visas for this position.

Our Commitment

We’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.