Director, Strategic Law Firm Channel, Unit 42

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.

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

We are looking to hire an individual who has a strong understanding of DFIR Consulting and the law firm landscape and ecosystem. 

This person is responsible for growing bias towards Unit 42 with top Cybersecurity Law Firms. The ideal candidate will have a strong understanding of the market and the ability to maintain and grow partnerships with a proven track record of executing against business plans. 

Candidates should have a demonstrated ability to think strategically and analytically about business, the solution, and technical challenges, with the ability to build and convey compelling value propositions, and work cross-functionally to increase partner bias towards Unit 42. We are looking for candidates that are creative, aggressive and motivated to make an impact. 

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

• Increase number of matters referred to Unit 42 from Law Firms and expand presence within current Law Firms
• Build and execute business plans focused on high growth solutions leveraging your expertise in responding to DFIR matters
• Provide world-class relationship development and thought leadership across partners to increase revenue and drive incremental business opportunities
• Implement Quarterly Business Reviews and/or cyber threat landscape briefings with Top 10 law firms
• Work with Unit 42 and the extended Palo Alto Networks leadership, partner teams, and marketing teams to leverage resources and drive key growth metrics, build a strategic plan, and enablement model
• Define tailored value propositions and create detailed go-to-market plans that strengthen our value proposition to the marketplace while providing new revenue opportunities with our partners

Qualifications

Your Experience

• Extensive experience as a DFIR Consultant for a professional services organization working with outside data security and privacy counsel
• Experience successfully implementing business strategy to drive dramatically increased revenue
• Understanding of cybersecurity regulations and the important role lawyers play in incident response
• Established industry relationships with key decision-makers across all levels of partner and prospect law firms
• Highly effective relationship/partner development skills
• Experience formulating a vision, strategy, and execution plan for your key partners
• Experience exceeding channel sales or direct sales quotas
• Proven analytical skills to determine which programs work and insight to build on that experience

Additional Information

The Team

Unit 42 Consulting is Palo Alto Network's security advisory team. Our vision is to create a more secure digital world by providing the highest quality incident response, risk management, and digital forensic services to clients of all sizes. Our team is composed of recognized experts and incident responders with deep technical expertise and experience in investigations, data breach response, digital forensics, and information security. With a highly successful track record of delivering mission-critical cybersecurity solutions, we are experienced in working quickly to provide an effective incident response, attack readiness, and remediation plans with a focus on providing long-term support to improve