Director, Business Value Consulting

Your Career

In this Director Business Value Consulting role, you will build value-based business-cases for cybersecurity investment, by leading cross-functional teams composed of customer-executives, sales team, solution consultants, 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 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 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 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

Your Experience

• 15+ 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
• Skilled in building business cases with deep financial analysis and modeling of ROI & TCO
• 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, adding out-of-the-box ideas, to frame available information and drive executive decisions
• 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
• Experience in Cybersecurity and Cloud Sales & Strategy is a plus

The Team

Business Value Consulting is a strategic, consultative team that engages with Fortune 1000 and public sector customers to build and deliver strategic business justification as their 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.