Director Business Value Consulting jobs at Palo Alto in Japan, Chiyoda

Being the cybersecurity partner of choice, protecting our digital way of life.

Your Career:

As the leader of our Services sales team in Japan, you will build and drive the Japan Services Sales team to exceed company objectives while growing Japan according to plan. You’ll be responsible for building a high-performance sales culture that delivers results in bookings, sales development, and forecast accuracy while simultaneously mentoring and developing your team members to accomplish individual and organizational goals. It will be required that you track sales activity, provide sales projects, and create and analyze metrics.

Your Impact:

• Responsible for building and developing a team of quota carrying services sales professionals

• Own and drive bookings, revenue and margin outcomes within Japan, exceeding personal and team sales quotas and goals

• Review weekly forecast and business outcomes with services sales managers and our core and speedboat sales leaders

• Liaison with broader business stakeholders to deliver the right scope of Services on every deal

• Coach, develop, and mentor the team to success in all aspects of the sales cycle: lead generation, qualification, forecasting, and closing opportunities

• Develop and support the maturation of our co-delivery models with partners

• Contribute to GCS global NPI processes and budget setting bringing insights from the field, delivery patterns and sales data to inform continuous innovation

• Build sales analysis for insight into weekly, monthly and quarterly execution and strategies

• Attend weekly regional forecast and management calls to provide services sales perspective

• Work closely with other core and account teams, speedboat District Sales Managers and broader company stakeholders on specific ‘XL’ deals liaising directly with customers to support sales cycles where required

Your Experience

• Sales management experience and hands on sales experience: experience handling both quota carrying and lead generation services sales teams

• Enterprise sales experience required: networking or network security industries strongly preferred

• Customer facing experience in sales cycles positioning and closing services sales

• Experience with channel and partner sales models and experience working with Channel partners and an understanding of a channel centric go to market approach

• Consistently achieved sales goals through your leadership and personal goals

• Able to learn new technology quickly, as well as adapt to changing needs

• Hired, developed and retained successful sales talent

• Deep understanding of enterprise sales methodology that you can translate and coach others in

• Built strong cross-functional relationships across clients, partners, and internal teams

• Strong communication (written and verbal) and presentation skills, both internally and externally

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

Being the cybersecurity partner of choice, protecting our digital way of life.

Your Impact

• Lead cross–discipline, multi–LOB engagement teams with our customers and senior Palo Alto Networks experts from sales, pre–sales, consulting, and solution architecture – working to shape and drive large cyber security and digital transformation proposals
• Contribute to team thought leadership by consistently synthesizing customer experiences into reusable content and frameworks
• Elevate the value function internally across our field sales stakeholders to contribute to the overall account(s) sales strategy
• Lead and manage value engagements end to end – from earning sponsorship, scoping, team mobilization, discovery, solutioning, roadmap, and business case, to C–level presentation
• Provide coaching to team members by leveraging knowledge, consulting skills, experience, and analytical capabilities in identifying key C–level strategic issues, assessing existing process capabilities, and developing business cases for IT and security transformation objectives
• Create industry and Palo Alto Networks solution specific value selling tools, programs, and initiatives for use in our sales, alliances, and marketing organizations
• Support value–selling training activities across the sales ecosystem

Your Experience

Minimum

• 8+ years of experience in management consulting or business value engineering
• Experience in a top management consulting firm or technology company with a focus on business transformation topics
• Excellent situational awareness and executive presence, with a track record of successfully influencing the C–suite to act
• Proven ability to drive accountability & build consensus with all team members and customers, in driving operational excellence and quality of deliverables
• Exceptional business problem solving aptitude using established consulting frameworks and methodologies, or out–of–the–box ideas, to frame available information and drive executive decisions
• Skilled in deep financial analysis and modelling of ROI & TCO to justify business cases
• Demonstrated ability to learn quickly and participate on projects with varied industry and business–imperative focus including business–related IT and OT challenges in cybersecurity, business applications and systems

Preferred

• 12+ years of experience in management consulting or business value engineering
• Experience with risk assessment, especially cyber risk
• Ability to travel occasionally to meet with customers in-person as required
• MBA degree.

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

Being the cybersecurity partner of choice, protecting our digital way of life.

Your Career

We are seeking an individual who is passionate about cyber security and making a difference. You will be a continuous learner and have a sound knowledge of emerging cybersecurity trends and technologies.

Your Impact

• You are an Industry-recognized inspiring leader with media and public speaking experience, deeply embedded in information security community
• Oversee the delivery of our proactive and reactive consulting services, ensuring their consistency, quality and highest level of customer service
• Provide hands-on, expert-level cybersecurity assessment and transformation services to clients and deliver findings to CxO and/or Board of Directors
• Work with the BDM and CSM to perform pipeline generation activities
• Lead scoping and services overview conversations with clients for prospective engagements in area of expertise, presenting with credibility and authority, clearly articulating various approaches and methodologies to audiences ranging from highly technical to executive personnel
• Partner with the Unit 42 executive team and service line leaders to develop and execute strategy for the Unit 42 practice
• Drive innovation in Unit 42’s offerings, by leading and managing the consulting team and collaborating with cross-functional teams to bring new capabilities and services to market that leverage Palo Alto Networks products
• Manage the productivity of a team through attainment of utilisation targets
• Collaborate with peers and leaders across Unit 42 to drive operational and practice development goals
• Recruit and onboard world class talent to support our growth goals
• Support the professional growth and development of our consultants through training and technical enablement
• Foster and maintain a culture that attracts and retains smart, kind team members dedicated to executing with excellence
• Identify and execute strategies for service development, enablement, and product adoption
• Cultivate and maintain relationships with key clientele to increase awareness of Unit 42’s’ capabilities and provide on-demand expertise for client needs
• Amplify Unit 42s’ presence and credibility in the marketplace through thought leadership, including via speaking engagements, articles, whitepapers, and media exposure

Your Experience

• 12+ years of hands-on experience delivering a wide range of cybersecurity consulting services, including at least 4 of the following 9 for global enterprise customers
  • Security operations
  • Application security (including AI)
  • Cloud security
  • Red & purple teaming
  • Cybersecurity risk assessments
  • Cybersecurity strategy & transformations
  • Cyber crisis management
  • Zero Trust
  • Digital forensics & Incident response
• Experience as a senior-level team leader including overseeing other principal, senior, and mid-level analyst/consultant teams
• Able to split your time across commercial support, client delivery, team leadership, individual mentoring, and technical expertise and skills maintenance activities
• Strong presentation, communication, and presentation skills with verifiable industry experience communicating at CxO and/or Board of Directors level
• Client services mindset and exceptional client management skills
• Public speaking experience, demonstrated writing ability, including technical reports, business communication, and thought leadership pieces
• Bachelor’s Degree in Information Security, Computer Science, Digital Forensics, Cyber Security, or equivalent years of professional experience or equivalent relevant experience or equivalent military experience to meet job requirements and expectations
• Professional industry certifications such as CISSP, CISM, and other leading industry certifications in line with our services portfolio
• Expert level of knowledge of applicable laws, compliance regulations, and industry standards as it relates to privacy, security, and compliance
• You will have experience operating across Japan and the Asia Pacific

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

Being the cybersecurity partner of choice, protecting our digital way of life.

Your Impact

• Lead cross–discipline, multi–LOB engagement teams with our customers and senior Palo Alto Networks experts from sales, pre–sales, consulting, and solution architecture – working to shape and drive large cyber security and digital transformation proposals
• Contribute to team thought leadership by consistently synthesizing customer experiences into reusable content and frameworks
• Elevate the value function internally across our field sales stakeholders to contribute to the overall account(s) sales strategy
• Lead and manage value engagements end to end – from earning sponsorship, scoping, team mobilization, discovery, solutioning, roadmap, and business case, to C–level presentation
• Provide coaching to team members by leveraging knowledge, consulting skills, experience, and analytical capabilities in identifying key C–level strategic issues, assessing existing process capabilities, and developing business cases for IT and security transformation objectives
• Create industry and Palo Alto Networks solution specific value selling tools, programs, and initiatives for use in our sales, alliances, and marketing organizations
• Support value–selling training activities across the sales ecosystem

Your Experience

Minimum

• 8+ years of experience in management consulting or business value engineering
• Experience in a top management consulting firm or technology company with a focus on business transformation topics
• Excellent situational awareness and executive presence, with a track record of successfully influencing the C–suite to act
• Proven ability to drive accountability & build consensus with all team members and customers, in driving operational excellence and quality of deliverables
• Exceptional business problem solving aptitude using established consulting frameworks and methodologies, or out–of–the–box ideas, to frame available information and drive executive decisions
• Skilled in deep financial analysis and modelling of ROI & TCO to justify business cases
• Demonstrated ability to learn quickly and participate on projects with varied industry and business–imperative focus including business–related IT and OT challenges in cybersecurity, business applications and systems

Preferred

• 12+ years of experience in management consulting or business value engineering
• Experience with risk assessment, especially cyber risk
• Ability to travel occasionally to meet with customers in-person as required
• MBA degree.

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

Being the cybersecurity partner of choice, protecting our digital way of life.

Your Career

As the Value Partner Marketing Specialist for Japan at Palo Alto Networks, you will be a critical part of the Japan Partner Marketing and Ecosystem organization. Your role will involve assisting the execution of partner marketing programs and influencing marketing initiatives that are crucial for business growth through strategic value partners such as GSI, RSI, SI, MSSP, CSP, and T1 Focus Partners. You will work closely with Value Partner Marketing Manager & Japan channel teams to align our go-to-market strategies and maximize the value of strategic partners through global/regional campaigns, digital programs, and regional events and ABM campaigns. This position offers the opportunities to drive a big deal motion with Partners, a dynamic & supportive environment for a talented individual to shine.

Your Impact

• Assisting in alignment & collaboration with Japan Value Partner business leaders on go-to-market programs targeting business partners and major/enterprise customers
• Responsible for executing marketing strategies in collaboration with Strategic/Value Partners (GSI, SI, MSSP, CSP and T1 Focus Partners) by aligning with regional Value partner business goals
• Work closely with Regional CBMs, JAPAC Partner Marketing, GTM teams on partner-ready and Value Partner Marketing campaigns and activities
• Work closely with the channels team and these partners to execute their co-marketing plan to include in their annual business plans
• Track the record / pipeline that is influenced/sourced by Value Partners - You will be process driven and analytical: developing, implementing and overseeing processes for partner lead/opportunity capture, routing, tracking and reporting
• Develop and manage all internal communications related to the program
• Schedule and organize meetings with internal and external stakeholders
• Own all administrative and logistical activities
• Manage vendor onboarding, vendor management, support raising POs, clearing invoices and other vendor related activities
• Work with the Sourcing Team on Researching costs for swag, venues, and supplier management
• Onsite management and delivery of events

Your Experience

• Minimum 8 years marketing experience in an IT, High-tech, B2B, marketing environment, preferably with an understanding of security
• Experience/knowledge working with channel partners
• Interest or self-motivation on product marketing, joint solutions & joint go-to-market with channel partners
• Expert level understanding of marketing and driving demand generation
• Proven ability to execute, day in and day out, at an incredibly high level against consistent results
• Familiarity with CRM systems, preferably SFDC & Tableau, Asana, Jira and other marketing tools
• Fast learner with an attention to detail
• Data-driven and analytical approach
• Proficient in both Japanese and English speaking and writing skills
• Ability to multi-task managing multiple projects

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