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
The Program Business Consultant is a high-execution, individual contributor role reporting to the Revenue Acceleration Manager, Commercial Sales Strategy. This role is primarily focused on driving immediate sales execution and operationalizing strategic initiatives within the field while managing specific program deliverables.
We are looking for a decisive executor and operational leader who operates as an individual contributor to align with our Commercial sales segment. You will be responsible for driving, managing, and measuring the on-the-ground delivery of Sales Planning frameworks, translating high-level strategy into tangible, tactical sales motions, and operating as an integral partner to sales leadership with direct support from the extended internal and external ecosystem.
This Role Will Be Specifically Responsible For
- Healthcare Center of Excellence PMO: Create a community for our Commercial Healthcare sellers. Establish best practices on driving demand through BDR/marketing and scaling through Healthcare partners. Act as the central liaison to enable team with cross functional teams’ support.
- Renewals Acceleration: Drive strategic planning and execution motions to maximize renewal rates and identify expansion opportunities within the existing customer base. Build out & execute a product and soft skill enablement plan for renewals managers and renewals reps. Manage WW Renewals Big Rocks by partnering with the IT team. Drive the rhythm of business, executive communications and serve as the connector of different renewal teams.
- Partner with sales leaders in regular selling motions to amplify portfolio selling best practices for customer-focused outcomes (vs. point product selling) in Commercial accounts. The account and opportunity planning framework you oversee fuels portfolio selling and “big deal motion” with a multi-year perspective from generating big ideas to deal closure, mitigating risk, and increasing win rate.
Your Impact
- Directly apply expertise in the Commercial sales process, methodology, and opportunity development to execute and amplify proven sales motions on a day-to-day basis, translating best practices into immediate field action.
- Drive the daily operationalization of the Healthcare Center of Excellence (CoE). Partner with Marketing, Industry, and Field Teams to ensure the direct delivery of vertical-specific messaging, current case studies, and scalable sales plays to the Commercial team for immediate use.
- Own the tactical execution plan to accelerate Renewals performance. Partner with Customer Success and Sales Leaders to manage and enforce pipeline hygiene, actively identify and mitigate churn risks, and ensure the successful execution of upsell/cross-sell opportunities within the renewal cycle.
- Lead and facilitate regular, high-impact territory planning and opportunity review sessions. Ensure these reviews translate directly into defined, measurable short-term and long-term action plans for sales teams.
- Act as the hands-on liaison to facilitate intra-team collaboration. Ensure the precise and timely alignment of CoE resources (content, SMEs) to critical, in-flight opportunities to drive deal progression.
- Cultivate and maintain high-trust relationships with sales leaders and teams through a high-touch, operational partnership approach. Consult, advise, and directly support sales execution toward the achievement of quarterly and annual goals.
- Translate data insights into immediate course corrections and execution adjustments. Proactively identify leading indicators of business health and address operational gaps to amplify desired results and drive predictability.
- Business and Compliance Execution: Apply necessary business acumen, including deep operational understanding of Healthcare regulatory and compliance requirements, to directly support the creation of compelling, compliant customer business cases and final proposals.
- Apply critical thinking and a consultative approach to influence sales behavior and tactical execution across teams without formal reporting authority, ensuring adoption of best practices.
- Develop, manage, and evolve program impact reporting with a focus on leading indicators of business health, actionable renewal rates, and verifiable growth and bookings outcomes for the specific verticals.
- Ensure Commercial sales and customer success execution plans are directly linked to and support the tactical realization of the organization's transformational initiatives and strategies.
- Actively participate in and drive the execution of key Commercial sales development programs and forums (e.g., Business Value Consulting engagements, Sales Advisory Boards), ensuring program concepts are translated into field reality.
Qualifications
Your Experience
Professional sales experience with demonstrated proficiency in large, complex accounts with a customer-centric, value-driven selling approach
- Adept at mapping and navigating complex deals and sales cycles
- Proven ability to assess and align to customer business drivers to create business cases that support portfolio, platform or services sales and long term customer success
- Understanding of relevant business, financial acumen, cybersecurity industry and market experience
- Experience mapping Commercial accounts via deep discovery of functional areas, stakeholder alignment, and pathways to connect disparate perspectives toward consensus
- Demonstrated sales leadership, coaching and sales enablement skills and experience
- Strategic mindset with strong problem solving, analysis, and critical thinking skills
- Skilled at activating data-driven initiatives enabling sales teams to sell broadly into accounts with programmatic structure
- Facilitate insightful, motivating and collaborative sales strategy sessions including account planning, territory strategy, opportunity level reviews, executive briefings, pre-call plans, etc.
- Executive presence and consultative approach
- Mentoring/Coaching and Leadership Development Experience
- Highly motivated, energetic, inclusive, self-starter who demonstrates leadership, adaptability, flexibility and integrity
- Ability to travel up to 25%
Additional Information
The Team
Our Go-to-Market (GTM) organization is the connection between our clients’ cybersecurity needs and Palo Alto Networks’ set of solutions. Comprising account managers, systems engineers and sales specialists, our team is committed to client satisfaction and the continued growth of our business. Our sales team members work hand-in-hand with organizations around the world to keep their digital environments protected. We educate, inspire, and empower our potential clients in their journey to security.
As part of our sales team, you are empowered with unmatched systems and tools, constantly updated research and sales libraries, and a team built on joint success. You won’t find someone at Palo Alto Networks that isn’t committed to your success – with everyone pitching in to assist when it comes to solutions selling, learning, and development. As a member of our sales team, you are motivated by a solutions-focused sales environment and find fulfillment in working with clients to resolve incredibly complex cyberthreats.
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 $120,000 - $193,500/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.
