Job Description

YOUR CAREER

The Manager, Business Value Services is a critical member of Palo Alto Networks' sales organization. This individual will serve as a business value subject matter expert and cross-functional team member in key sales pursuits. The business value program is a consultative program where we engage with Fortune 1000 customers and deliver a structured analysis of their business focused on cybersecurity and digital transformation opportunities.

 YOUR IMPACT

• Build and deliver business value proposals showing the value created for the customer’s business based on Palo Alto Networks solutions
•  Personally participate and lead cross-discipline, multi-LOB engagement teams with our customers and senior Palo Alto Networks experts from sales, pre-sales, consulting, and solution architecture; working to shape and drive large cyber security and digital transformation proposals
•  Facilitate cross-functional discovery sessions to identify and prioritize key business value drivers
• Participate in engagements building and delivering strategic roadmaps and supporting business cases that enable customers to address critical business priorities
• Develop strong relationships with field sales and presales leaders, co-developing pursuit priorities and strategies
•  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
• Contribute to team thought leadership by consistently synthesizing customer experiences into reusable content and frameworks 
• 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

Qualifications

• Proven background in value-based technology selling or consulting
• Knowledge of business-related IT and OT challenges and solutions including cybersecurity, business applications, systems, and business process integration
• Demonstrated ability to learn quickly and participate on projects with varied industry and business imperative focus
• Sufficient knowledge of data center operational technology process and cybersecurity standards
• Proven ability to build consensus and lead in a virtual team environment
• Exceptional business problem solving aptitude combined with strong interpersonal skills
• Deep financial modeling, benchmarking and quantitative skills and experience developing and defending large-scale capital appropriation requests
• Experience with risk assessment, especially cyber risk is preferred
• Outstanding oral and written presentation communication skills, you will frequently be presenting to C-Level audiences
• 5-7+ years of experience in information technology with emphasis on business applications, middleware / database technology, data center management and security for leading companies
• Exposure to and understanding of business issues within target industries including Financial Services, Public Sector, Retail, Healthcare, Communications or Manufacturing
• Experience with a premier consulting firm focused on strategic IT consulting or implementation roles preferred
• MBA from a top-rated business school and an undergraduate degree in a quantitative field preferred
• Extensive successful field experience working in sales, pre-sales, or consulting with a proven track record of managing virtual and direct teams
• Proven ability to influence customers
• Proven background in value based technology selling or consulting

Additional Information

THE TEAM

We work hand-in-hand with organizations around the world as they move to transform their cybersecurity environment.  As part of our team, you will become a trusted partner of our customers, helping them shape their strategic security technology direction.

You are empowered with unmatched systems and tools, including constantly updated research and sales libraries and a team built on joint success. You won’t find someone at Palo Alto Networks who isn’t committed to your success — everyone assists when it comes to solution selling, learning, and development.

All your information will be kept confidential according to EEO guidelines.