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Palo Alto Networks Sr. Director Solutions Consulting - SASE/Zero Trust in Santa Clara, California

Our Mission

At Palo Alto Networks® everything starts and ends with our mission:

Being the cybersecurity partner of choice, protecting our digital way of life.

We have the vision of a world where each day is safer and more secure than the one before. These aren’t easy goals to accomplish – but we’re not here for easy. We’re here for better. We are a company built on the foundation of challenging and disrupting the way things are done, and we’re looking for innovators who are as committed to shaping the future of cybersecurity as we are.

We’re changing the nature of work. Palo Alto Networks is evolving to meet the needs of our employees now and in the future through FLEXWORK, our approach to how we work. From benefits to learning, location to leadership, we’ve rethought and recreated every aspect of the employee experience at Palo Alto Networks. And because it FLEXes around each individual employee based on their individual choices, employees are empowered to push boundaries and help us all evolve, together.

Your Career

As a Sr. Director, Solutions Consulting at Palo Alto Networks, you are responsible for leading a team of Principal Solutions Architects who work with our largest customer in providing guidance in solving complex Security challenges. As a thought leader, you will address IT-related issues by leveraging Palo Alto Networks SASE/Zero Trust technologies in a way that creates differentiated business value. As a trusted advisor, you will provide valuable insights and education on effective risk reduction, compliance, governance, and cost reduction through a prevention first security approach based on the Palo Alto Networks security platform.

The Sr Director, Solutions Consulting value is measured in their ability to increase sales productivity by:

  • Providing leadership, strategy and coaching to Principal Architect team

  • Enable Architect team to be fluent in a Value Selling framework

  • Creating close alignment with the core sales team in working with Palo Alto Networks largest customers

  • Ensuring Architect Team leads with a Palo Alto Networks point of view in solving complex security challenges for customers

  • Setting and driving an agenda with the customer or prospect, both directly and with the local sales teams, and within the market through various engagements, including client workshops and architectural assessments and designs

  • Developing and maintaining a deep understanding of competing solutions and architectures for Zero Trust Security and being able to successfully position a Palo Alto Networks approach

  • Becoming a valued resource to Product Management to discover and understand current shortcomings and competitive insights in our product suite and requirements for future strategic market segments

The role will require close coordination with Senior Leadership, Sales, Palo Alto Networks’ CISO and Theater CISO’s, Sales Engineering leadership, Product Management, Marketing, Channel Partners, and the Consulting Engineering team.

Your Impact

  • Set direction for Architect Team in regards to sales motion, team engagement and customer deliverables for SASE/Zero Trust Security opportunities

  • Provide coaching to team members and foster tight alignment with cross functional team

  • Ability to measure and articulate value provided to both selling teams and customers

  • Increase SASE sales productivity - Impact, success, and compensation are measured against the assigned Region and Theater

  • Engage directly with senior technical and business leaders at key prospects and customers as a SASE/Zero Trust security expert to penetrate whitespace accounts and expand Palo Alto Networks’ install base through the Identification, qualification, and closure of opportunities

  • Work with the sales teams on strategic opportunities for the development and delivery of differentiated proposals which clearly demonstrate the business and technical value of the Palo Alto Networks SASE/Zero Trust Solutions

  • Lead monthly thought leadership calls with the Sales Team sharing insights and effective sales approaches derived through customer engagement to improve the Sales Teams’ effectiveness in communicating and closing business with prospects and clients

  • Provide summarized and business-relevant feedback into content, Product Management, Product Marketing, Competitive Marketing, and Field Marketing based on customer engagements to improve Palo Alto Networks effectiveness in communicating its value proposition to prospects and clients

  • Work closely with the theater CISO, CTO and Business Value resources to ensure that you maintain a coordinated market approach

Your Experience

  • Self-motivated

  • "Whatever it takes" attitude and motivation to do whatever is necessary to close deals

  • Extensive knowledge of Network Security Architectures

  • Knowledge of ancillary security areas such as identity management, SIEM, network and endpoint

  • Demonstrable experience in establishing credibility and strategic messaging with large enterprise customers

  • BSCS or equivalent military experience required and 10+ years of experience as an end customer and/or as a vendor

  • Solid fundamental networking background

  • Expect to travel a minimum of 50%+ of the weeks in the fiscal year - This is a global role and will require travel both in theater and internationally - Travel will include customer and Palo Alto Networks location onsite meetings

  • Strong communication (written and verbal) and presentation skills, both internally and externally

  • Robust problem finding and solving skills, ability to analyze complex multivariate problems, and systematic approach to gain quick resolution, even under duress

  • Super organizational skills

Our Commitment

We’re trailblazers that dream big, take risks, and challenge cybersecurity’s status quo. It’s simple: we can’t accomplish our mission without diverse teams innovating, together.

We are committed to providing reasonable accommodations for all qualified individuals with a disability. If you require assistance or accommodation due to a disability or special need, please contact us at accommodations@paloaltonetworks.com .

Palo Alto Networks is an equal opportunity employer. We celebrate diversity in our workplace, and all qualified applicants will receive consideration for employment without regard to age, ancestry, color, family or medical care leave, gender identity or expression, genetic information, marital status, medical condition, national origin, physical or mental disability, political affiliation, protected veteran status, race, religion, sex (including pregnancy), sexual orientation, or other legally protected characteristics.

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

The compensation offered for this position will depend on qualifications, experience, and work location. For candidates who receive an offer, the starting salary (includes on-target earnings = base + on target incentives for sales roles) is expected to be between $197,200/yr - $290,000/yr. The offered compensation may also include restricted stock units and a bonus. A description of our employee benefits may be found here (http://benefits.paloaltonetworks.com/) .

Covid-19 Vaccination Information for Palo Alto Networks Jobs

  • Vaccine requirements and disclosure obligations vary by country.

  • Unless applicable law requires otherwise, you must be vaccinated for COVID or qualify for a reasonable accommodation if:

  • The job requires accessing a company worksite

  • The job requires in-person customer contact and the customer has implemented such requirements

  • You choose to access a Palo Alto Networks worksite

  • If you have questions about the vaccine requirements of this particular position based on your location or job requirements, please inquire with the recruiter.

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