Sr. Director of Solution Consulting, FED

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 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!

Job Description

Your Career

The Sr. Director of Solution Consulting for FED reports to the Senior Vice President of Technical Solutions for North America and will lead our team of FED Solution Consultants (SC) who are the go-to technical experts assisting the sales team in generating growth. 

This position will require a business savvy individual with a strong background in security, application architecture, and sales coupled with a successful track record in team leadership.

Your Impact

• Play a key role in driving strategic, enterprise-wide sales related initiatives within our FED (Federal) accounts

• Interact at a senior level with customers and partners and provide valuable insight into industry trends, customer challenges, technical evolutions, and business changes that will help the customer make their security decisions

• Partner with the product teams to assess and prioritize authorization of our product portfolio (i.e. FedRamp, IL5, etc.)

• Provide account support through SC assignments, load balancing, continuity, strategic planning with Sales management, Sales Reps, and SCs, and customer meetings including sales calls, relationship building, and problem resolution

• Oversee technical pre-sales operations and achieve revenue generation, individual, team, and organizational quotas

• Metric-based results should be evident across all areas of focus

• Develop and own outcome oriented Solution Consulting initiatives that drive pipeline and sales with your AVP, RVPs, Solution Consulting Directors (SCDs), Solution Consulting Managers (SCMs)  and SCs to drive greater efficiencies and success within the Area

• Develop and maintain strong relationships with Palo Alto Networks’ partners (reseller, distribution, system integrators, and alliances) and drive and measure initiatives to improve sales productivity through partner leverage

• Leading portfolio expansion initiatives, with factual results upselling subscriptions and strategic solutions

• Selling strategic emerging solutions within a broader portfolio

• Plan and architect compelling technical and business-focused solutions which drive adoption and growth after the initial sale and across the portfolio with our team

• Understand and articulate the key technical, operational, and commercial challenges faced by our prospects and customers that the Palo Alto Networks solution addresses

• Manage successful evaluations that demonstrate how the Palo Alto Networks solutions address the customer’s business needs

• Pristine personnel management – including demonstrated development plans and execution, reduced attrition results and initiatives, a clear history of promotions and success, etc.

• Develop, mentor, manage and support reporting sales engineers with technical and organizational leadership

• Operate effectively in a matrix manner with extended teams, such as Support, Finance, WW SE, HR, Product Management and other relevant organizations

• Act as an escalation point for pre-sales and post-sales technical issues that arise in the territory

Qualifications

• A minimum combination of 10 years of first, second and third line, Solution Consulting management experience

• Secret or higher clearance preferred

• Prior experience working directly with the DoD/Intel sector desired

• Strong cybersecurity background (networking, cloud, analytics, identity, and automation)

• Industry knowledge of security product market trends and directional awareness of Palo Alto Network’s roadmap and technology development efforts

• Knowledge of how to deliver comprehensive security solutions to Palo Alto Networks customer base, and maintains a general understanding of competitive selling strategies

• Possess a combination of management, technical and business skills - A challenger sales mentality and a fast-growing mindset are a must

• Proven experience managing managers, not just individuals

• Demonstrated experience in working directly with customers at senior levels within an organization, as well as working with industry partners and alliances

• Possess the intellect and the executive presence to become a true business partner across functions

• 50-70% travel within the assigned region

Additional Information

The Team

As part of our Solution Consulting team, you’ll support the sales team with technical expertise and guidance when establishing trust with key clients. You won’t find someone at Palo Alto Networks that isn’t committed to your success – with everyone pitching in to assist when it comes to solutions selling, learning, and development. As a member of our solution consulting team, you are motivated by a solutions-focused sales environment and find fulfillment in working with clients to resolve incredible complex cyberthreats. 

Compensation Disclosure

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 $316000 - $434500/YR. The offered compensation may also include restricted stock units and a bonus. A description of our employee benefits may be found here.

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.

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