Senior Principal Business Value Consultant - SLED

Company Description

This is a remote position which can be based in any continental United States location (greater Boston, MA area preferred but not required)

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.

Our vision is a world where each day is safer and more secure than the one before. 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.

FLEXWORK is an employee-centric reimagining of how we work. We built FLEXWORK based on employee feedback – it is about flexibility, trust, and choice whenever possible. It’s been a journey of disruption that has yielded the best of our values. We offer as much flexibility as possible, and choices that enable you to be most productive, including benefits that meet your needs and learning opportunities that you feel passionate about.

Our Approach to Work

At Palo Alto Networks, we believe in the power of collaboration and value in-person interactions. This is why our employees generally work from the office three days per week, leaving two days for choice and flexibility to work where you feel most effective. This setup fosters casual conversations, problem-solving, and trusted relationships. While details may evolve, our goal is to create an environment where innovation thrives, with office-based teams coming together three days a week to collaborate and thrive, together!

Job Description

Your Career 

In the Senior Principal Business Value Consultant (SLED) role, you will be the primary interface between Business Value Consulting (BVC) and our national SLED Sales Team.   You will lead cross-functional teams composed of leaders from customers, sales, solution consulting, business units, 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 

• 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 
• Contribute to team thought leadership by consistently synthesizing customer experiences  into reusable content and frameworks 
• Elevate the value function internally across our field sales stakeholders to contribute to  the overall account(s) sales strategy 
• Lead and manage value engagements end to end - from earning sponsorship, scoping,  team mobilization, discovery, solutioning, roadmap, and business case, to C-level presentation 
• 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

Qualifications

Your Experience 

• 10+ years of experience preferably in a top management consulting firm or technology  company with a focus on business transformation
• 5+ years of public sector SLED experience working in a sales or consulting capacity preferred
• MBA degree preferred or equivalent military experience 
• 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, or out-of-the-box ideas, to frame available information and drive  executive decisions 
• Skilled in deep financial analysis and modeling of ROI & TCO to justify business cases
• 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

Additional Information

The Team

Business Value Consulting is a strategic, consultative team that engages with Fortune 1000 and publi