At Palo Alto Networks, everything starts and ends with our mission: Being the cybersecurity partner of choice, protecting our digital way of life. We have the vision of 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.
The Senior Director, Technical Solutions is the evolution of the traditional Systems Engineering Director Role, aligning how we lead teams to best serve our customers in understanding their environment, providing solution guidance and ensuring value realization in their investment with Palo Alto Networks.
As the Senior Director, Technical Solutions, North you will have the responsibility to oversee Technical Selling operations and achieve revenue generation, individual, team, and organizational quotas. You will also play a key role in driving strategic, enterprise-wide sales related initiatives within our lines of business.
Job Description
* Work with your Area Sales VP to develop a technical strategy that accelerates growth of pipeline and sales.
* Develop and maintain positive relationships with Palo Alto Networks’ partners (reseller, distribution, system integrators, and alliances) through the design, drive and measure of various initiatives.
* Demonstrated people leadership skills – including leading through change, coaching managers, demonstrated development plans and execution, reduced attrition results and initiatives, a clear history of promotions and success, etc.
* Foster channel partner relationships with partner and customer technical leaders.
* Drive portfolio sales into the region’s account base and not just single products including selling strategic emerging solutions within a broader portfolio and leading portfolio expansion initiatives.
* Plan and architect compelling technical and business-focused solutions which drive adoption and growth after the initial sale and across the portfolio.
* Understand and articulate the key technical, operational, and commercial challenges faced by our prospects and customers that the Palo Alto Networks solution addresses.
* Build and maintain relationships with key customers in the territory to solidify reference accounts and to assist the account teams with defining plans to drive more business.
* Provide account support through assignments, load balancing, continuity, planning strategically with Sales management, Sales Reps and Technical Solutions, and customer meetings including sales calls, relationship building and problem resolution.
* Partner effectively in a matrix manner with extended teams, such as GCS, Finance, HR, Product Management, Marketing, and other relevant organizations.
* Act as a skip-level critical issue point for serious and complex pre-sales and post sales technical issues that arise in the region.
* Recruit and hire new Technical Solutions Managers into the Region balancing internal hiring and external hiring by building out succession plans.
* Coach, support and develop improved standard methodologies for the Managers in the execution of their duties and responsibilities, including hiring, training and mentoring of new employees on the team.
* Assist with Defining periodic SCE training curriculum, run successful evaluations and timely return of evaluation equipment.
Qualifications
* Experience as a Senior pre-sales leader across multiple countries including UK, Nordics, Ireland and Benelux.
* Experience in leading a transformation to a platform sell including enabling teams on solution selling.
* Industry knowledge of security product market trends and directional awareness of our roadmap and technology development efforts, knowledge of competitor offerings and products.
* Knowledge of how to deliver comprehensive security solutions to Palo Alto Networks customer base.
* Experience in long term sales plans in order to grow large deals with long term customer relationships.
* Experience in selling, designing, implementing or managing one or more of the following solutions: Network Security, SASE, SaaS, CNAPP and/or SOC Transformation Technologies.
* Able to build a high trust culture, where you can address performance issues and reward great performance.
* Partnering with Customer Support functions to ensure successful implementation and adoption of sold solutions.
* Strong communication (written and verbal) and presentation skills.
* Quota driven attitude focused on client's best solution by being a trusted advisor.
* Speaking another language relevant to the area comes as a strong plus.
Our Commitment
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.
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