Business Value Consultant

Summary

Join Palo Alto Networks as a Director of Business Value Consulting and lead cross-functional teams in supporting the sales process through value-based selling expertise. You will contribute to team thought leadership, develop and deliver value-related training, and elevate the value function internally. This role involves leading engagement teams with partners and customers, providing coaching to team members, and creating value-selling tools and programs. You will support value-selling training activities and contribute to the overall account sales strategy. The ideal candidate will have extensive experience in management consulting or technology, strong analytical and communication skills, and a proven ability to influence C-suite executives.

Requirements

• 12+ years of experience preferably in a top management consulting firm or technology company with a focus on business transformation
• 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
• MBA degree preferred or equivalent military experience required

Responsibilities

• Support the 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

Preferred Qualifications

• Experience with risk assessment, especially cyber risk is preferred
• Palo Alto Networks Cybersecurity Apprentice and Cybersecurity Practitioner certifications are strongly encouraged

Benefits

• Restricted stock units
• Bonus