Palo Alto Networks

Director, Solutions Consulting – SLED

Palo Alto Networks

full-time

Posted on:

Location Type: Remote

Location: Massachusetts • United States

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Job Level

Lead

About the role

  • Partner with the Regional Vice President of Sales to drive enterprise-wide sales-related initiatives within our Accounts
  • Oversee technical pre-sales operations and achieve revenue generation, individual, team, and organizational quotas
  • 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
  • Understand and articulate the key technical, operational, and commercial challenges faced by our prospects and customers that the Palo Alto Networks solution addresses
  • Ensure effective account planning is being executed across the teams to deliver compelling business-focused solutions that address customers' security needs
  • Develop and own outcome-oriented initiatives that drive pipeline and sales with your AVP, RVPs, 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
  • Lead portfolio expansion initiatives, with factual results upselling subscriptions and strategic solutions
  • Ensure the teams develop deep ongoing relationships across their accounts to drive adoption and growth across the portfolio after the initial sale
  • Metric-based results should be evident across all areas of focus
  • Report and make visible the successes and deficiencies of the initiatives within your area
  • Pristine personnel management – including demonstrated development plans and execution, reduced attrition results and initiatives, a clear history of promotions and success, etc.
  • 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
  • Develop, mentor, manage, and support reporting sales engineers with technical and organizational leadership
  • Manage successful evaluations and timely return of evaluation equipment
  • Provide executive oversight to post-sale customer success motions by ensuring your Solution Consulting Managers (SCMs) and SCs drive adoption, value realization, and solution health at scale.
  • Institute processes to monitor usage, optimize deployments, and proactively re-engage accounts as needs evolve.
  • Lead cross-functional alignment by influencing Sales, Product, Support, and Services leadership to remove systemic obstacles, harmonize strategies, and ensure a seamless, outcome-driven customer journey across all lifecycle stages.
  • Maintain strategic technical ownership across the portfolio by guiding Solution Consulting Managers (SCMs) and SCs to ensure solution fit, deployment excellence, adoption maturity, and ongoing technical health.
  • Establish mechanisms to identify risks early and drive long-term value realization across all accounts.

Requirements

  • A minimum combination of 8 years of first and/or second line, Solution Consulting management experience preferred
  • Reputation with the customers and partners in the Area as a trusted advisor who will always take care of their needs
  • Possess a combination of management, technical and business skills - A challenger sales mentality and a fast-growing mindset are a must
  • 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 PAN’s customer base, and maintains a general understanding of competitive selling strategies
  • 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
  • 50% Travel
  • An articulate, social individual that can translate a highly technical solution in simple business terms and develop relationships with decision-makers
  • Highly commercial in orientation, with a strong focus on the customer and a clear commitment to generating topline growth
  • Leading by example, this individual, when necessary, will not hesitate to get into the details of the business
  • Highly autonomous individual that can lead a cross-functional project from the ground up and make things happen
  • Decisive leader with a passion for the business and a real sense of urgency
  • Strategic thinking - To plan and build and other sales and marketing leaders - There will also be a close collaboration with the product team
Benefits
  • Competitive salary
  • Flexible working hours
  • Professional development budget
  • Home office setup allowance
  • Global team events

Applicant Tracking System Keywords

Tip: use these terms in your resume and cover letter to boost ATS matches.

Hard skills
Solution Consulting managementsecurity solutions deliverysales strategy developmentpipeline managementaccount planningtechnical issue resolutioncustomer success managementmetrics analysisportfolio managementupselling strategies
Soft skills
trusted advisorrelationship buildingexecutive presencearticulation of technical solutionsdecisive leadershipstrategic thinkingautonomycross-functional collaborationcommunicationmentorship