Director, Business Value Realization Consulting

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.

Who We Are

We take our mission of protecting the digital way of life seriously. We are relentless in protecting our customers and we believe that the unique ideas of every member of our team contributes to our collective success. Our values were crowdsourced by employees and are brought to life through each of us everyday - from disruptive innovation and collaboration, to execution. From showing up for each other with integrity to creating an environment where we all feel included.

As a member of our team, you will be shaping the future of cybersecurity. We work fast, value ongoing learning, and we respect each employee as a unique individual. Knowing we all have different needs, our development and personal wellbeing programs are designed to give you choice in how you are supported. This includes our FLEXBenefits wellbeing spending account with over 1,000 eligible items selected by employees, our mental and financial health resources, and our personalized learning opportunities - just to name a few!

Job Description

Your Career

In the Director, Business Value Realization Consultant role, you will be responsible for engaging with customers to drive value realization from PANW solutions, helping them understand and maximize the value of their investments. You will work closely with customers to design Value Realization programs, including governance frameworks and processes to ensure customers realize value over time. Additionally, you will deploy value tracking tools, support Quarterly Business Reviews (QBRs), and conduct in-depth analysis of value delivered. You will have the opportunity to influence customer lifecycle value strategy in areas including product/program management, business/data analysis, problem solving, executive communication, cross functional collaboration and consensus building.

Your Impact 

• Value Realization Engagements
  • Lead and execute value realization engagements with customers to demonstrate the benefits from their investments
  • Design and implement governance frameworks and processes to help customers continuously realize value over time
  • Deploy and manage value tracking tools to monitor and measure the success of customer engagements
• Collaboration & Analysis
  • Support QBRs by providing detailed analysis and insights on the value delivered to customers
  • Work closely with product and solution engineers to leverage and analyze telemetry data for deeper insights into customer value
  • Conduct thorough analysis of value metrics and present findings to customers and internal stakeholders
• Customer Advocacy & Marketing
  • Build compelling customer case studies that highlight the value realized through our solutions
  • Collaborate with the marketing team to create awareness and promote the value delivered to customers across various channels
  • Serve as a customer advocate, ensuring that the value realized is communicated effectively both internally and externally

Qualifications

Your Experience 

• 12+ years of experience in value realization, customer success, consulting, or a related field
• Proven track record in executing value realization projects and delivering measurable outcomes for customers
• Strong experience in designing governance frameworks and deploying value tracking tools
• Excellent analytical skills, with the ability to leverage telemetry data and conduct in-depth analysis of value metrics
• Experience in building customer case studies and collaborating with marketing teams to promote value stories
• Exceptional communication and presentation skills, with the ability to engage effectively with customers and internal teams
• Experience in the cybersecurity or technology industry is a plus
• Bachelor's degree in Business, Finance, Engineering, or a related field - advanced degree preferred or equivalent military experience

Additional Information

The Team

The Worldwide Shared Services team is dedicated to empowering Palo Alto Networks’ go-to-market teams through innovative solutions and strategic guidance to drive superior outcomes. We strive to equip our teams with the expertise and resources needed to make a meaningful and lasting impact with the customers we serve while achieving sales excellence. We are committed to fostering an environment where our team members can thrive, creating a culture of collaboration and knowledge sharing to drive collective growth and success.

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 consensus building.

Compensation Disclosure

The compensation offered for this position will depend on qualifications, experience, and work location. For candidates who receive an offer at the posted level, the starting base salary (for non-sales roles) or base salary + commission target (for sales/commissioned roles) is expected to be between $270,000 - $315,000/YR. The offered compensation may also include restricted stock units and a bonus. A description of our employee benefits may be found here.

Our Commitment

We’re problem solvers that take risks and challenge cybersecurity’s status quo. It’s simple: we can’t accomplish our mission without diverse teams innovating, together.

We are committed to providing reasonable accommodations for all qualified individuals with a disability. If you require assistance or accommodation due to a disability or special need, please contact us at  accommodations@paloaltonetworks.com.

Palo Alto Networks is an equal opportunity employer. We celebrate diversity in our workplace, and all qualified applicants will receive consideration for employment without regard to age, ancestry, color, family or medical care leave, gender identity or expression, genetic information, marital status, medical condition, national origin, physical or mental disability, political affiliation, protected veteran status, race, religion, sex (including pregnancy), sexual orientation, or other legally protected characteristics.

All your information will be kept confidential according to EEO guidelines.