Full-Time Director, Solutions Consulting - DoW/Intelligence Community

• 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 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

• A minimum combination of 8 years of first and/or second line, Solution Consulting management experience preferred
• Active TS clearance with SCI eligibility
• Experience supporting the operational mission of the Department of War (DoW) & Intelligence Community
• 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
• Strategic thinking - To plan and build and other sales and marketing leaders - There will also be a close collaboration with the product team
• 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

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