Senior Principal Business Value Consultant

Company Description

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.

Our Approach to Work

We lead with flexibility and choice in all of our people programs. We have disrupted the traditional view that all employees have the same needs and wants. We offer personalization and offer our employees the opportunity to choose what works best for them as often as possible - from your wellbeing support to your growth and development, and beyond!

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 this Senior Principal Business Value Consultant role, you will lead cross-functional teams composed of leaders from our Ecosystems GSI team, 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 

• Support the GSI sales process by providing value-based selling expertise
• Contribute to team thought leadership by consistently synthesizing experiences  into reusable content and frameworks 
• Develop and deliver value-related training and workshops to GSIs and customers
• Elevate the value function internally across our field sales stakeholders to contribute to  the overall account(s) sales strategy 
• Lead cross-discipline, multi-LOB engagement teams with our partners, customers and senior Palo Alto Networks experts from sales, pre-sales, consulting, and solution architecture - working to shape and drive global systems integrator cyber security and digital transformation capabilities
• 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
• Travel 25%

Additional Information

The Team

Business Value Consulting is a strategic, consultative team that engages with Fortune 1000 and public sector customers to build and deliver strategic business justification for being their digital transformation cybersecurity partner.  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 co