Director, Business Value Consulting

Summary

Join Palo Alto Networks as a Director of Business Value Consulting and build value-based business cases for cybersecurity investments. Lead cross-functional teams, contribute to team thought leadership, and develop value-focused training. Elevate the value function internally, influencing field sales strategies. Coach team members and create industry-specific value-selling tools. Support value-selling training initiatives and engage with Fortune 1000 and public sector customers. This role requires 12+ years of experience in business transformation, expertise in building business cases, and strong executive presence. The compensation range is $270,000 - $315,000/year, and may include restricted stock units and a bonus.

Requirements

• 12+ years of experience, preferably with a top management consulting firm or technology company, focusing on business transformation
• Expertise in building business cases with in-depth 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 ensuring 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

Responsibilities

• Support the sales process by providing expertise in value-based selling
• 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, multi-department 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 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

Preferred Qualifications

• Experience in Cyber Risk Assessment, Cybersecurity, and Cloud Sales & Strategy are highly desirable
• MBA or equivalent military experience preferred
• Palo Alto Networks Cybersecurity Apprentice and Cybersecurity Practitioner certifications certifications are strongly encouraged

Benefits

• The starting base salary (for non-sales roles) or base salary + commission target (for sales/commissioned roles) is expected to be between $270000 - $315000/YR
• The offered compensation may also include restricted stock units and a bonus