Remote Senior Director of Solution Consulting

Summary

Join our team as a Sr. Director of Solution Consulting for FED and play a key role in driving strategic, enterprise-wide sales related initiatives within our FED (Federal) accounts.

Requirements

• 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

Responsibilities

• 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
• 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

Benefits

FLEXBenefits wellbeing spending account with over 1,000 eligible items selected by employees