Overview
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. We envision a world that is safer and more secure each day. We are a company built on challenging and disrupting the status quo, seeking innovators who are committed to shaping the future of cybersecurity. We are evolving how we work with FLEXWORK to empower employees to push boundaries and evolve together.
The Senior Director, Technical Solutions (North) leads Technical Selling operations, drives revenue generation, and oversees a regional team of Managers across multiple countries. You will interact with customers and partners at senior levels to provide guidance on environment understanding, solution guidance, and value realization with Palo Alto Networks.
You are an experienced manager of managers, with a strong background in security platforms, application architecture, and sales, and a proven track record in leadership and driving revenue growth. You should have a reputation as a trusted advisor to customers and partners, capable of presenting to technical and executive audiences.
Responsibilities
* Work with your Area Sales VP to develop a technical strategy that accelerates growth of pipeline and sales. Identify key verticals, markets, use cases, and solutions to focus on, and devise a comprehensive strategy and engagement model tailored to the Region.
* Develop and maintain positive relationships with Palo Alto Networks’ partners (resellers, distribution, system integrators, and alliances) through design, drive, and measure of initiatives to improve sales productivity through partners and ensure partner-driven adoption of new technology areas.
* Demonstrated people leadership skills, including leading through change, coaching managers, creating development plans, reducing attrition, and showcasing promotions and success across multiple countries and cultural contexts.
* Foster channel partner relationships with partner and customer technical leaders.
* Drive portfolio sales into the region’s account base and expand beyond single products, leading portfolio expansion initiatives and upselling subscriptions and strategic solutions including cloud-delivered services and public cloud security solutions.
* Plan and architect compelling technical and business-focused solutions to drive adoption and growth post-sale across the portfolio.
* Understand and articulate technical, operational, and commercial challenges faced by prospects and how Palo Alto Networks addresses them.
* Build and maintain relationships with key customers to solidify reference accounts and assist account teams in defining growth plans.
* Provide account support through assignments, load balancing, continuity, planning with Sales management, Sales Reps, and Technical Solutions, and customer meetings including sales calls and relationship management.
* Partner effectively in a matrix organization with GCS, Finance, HR, Product Management, Marketing, and other relevant teams.
* Act as a skip-level critical issue point for serious and complex pre-sales and post-sales technical issues in the region.
* Recruit and hire new Technical Solutions Managers into the Region, balancing internal and external hiring with succession planning.
* Coach and develop standardized methodologies for Managers, including hiring, training, and mentoring new employees; assist with defining periodic SCE training curriculum and evaluations.
Your Experience
* Experience as a Senior pre-sales leader across multiple countries including UK, Nordics and Benelux.
* Experience leading a transformation to a platform sell including enabling teams on solution selling.
* Knowledge of security product market trends, our roadmap and technology development, and competitor offerings.
* Experience delivering comprehensive security solutions to Palo Alto Networks customers.
* Experience in long-term sales plans to grow large deals and sustain customer relationships.
* Experience selling, designing, implementing or managing Network Security, SASE, SaaS, CNAPP and/or SOC Transformation Technologies.
* Able to build a high-trust culture, address performance issues, and reward excellent performance.
* Partnering with Customer Support to ensure successful implementation and adoption of solutions.
* Strong written and verbal communication and presentation skills.
* Quota-driven attitude focused on client solutions as a trusted advisor.
* Proficient in English; additional languages relevant to the region are a plus.
The Team
Our Technical Solutions team works with large organizations worldwide to keep their digital environments protected. We educate, inspire, and empower potential clients on their journey to security. You will be part of a team with tools and support focused on solutions selling, learning, and development. Our Solutions Consulting community is driven by the mission to be our customers’ cybersecurity partner of choice.
Our Commitment
We’re trailblazers who dream big, take risks, and challenge cybersecurity’s status quo. We’re committed to providing reasonable accommodations for all qualified individuals with a disability. If you require assistance, please contact accommodations@paloaltonetworks.com. Palo Alto Networks is an equal opportunity employer. We celebrate diversity and provide consideration for employment without regard to age, ancestry, color, family or medical leave, gender identity or expression, genetic information, marital status, medical condition, national origin, disability, political affiliation, protected veteran status, race, religion, sex, sexual orientation, or other protected characteristics. All your information will be kept confidential according to EEO guidelines.
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