Senior Principal Business Value Consultant

Company Description

This position can and will be based in any continental United States location

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.

Job Description

Your Career

In the Senior Principal Business Value Consultant role, 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. 

We expect office-based employees to be in the office four days per week, with one day working from where they choose. We believe being together facilitates casual conversations and those magic moments where we can work on issues and ideas informally. These moments build capability and deepen trusted relationships and allow our people to feel safe in taking risks and being disruptive. Like so many companies, we are working through the details and things could change …. but in general if a role is deemed office-based we want our teams to be together four days per week.

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

• 12+ 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
• 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
• Experience with risk assessment, especially cyber risk is preferred

Additional Information

The Team

Business Value Consulting is a strategic, consultative team and is a critical member of Palo Alto Networks' organization. We engage with Fortune 1000 customers to build and deliver strategic business justification to be their digital transformation cybersecurity partner. You will lead cross-functional teams composed