Director Business Value Consulting jobs at Palo Alto in United Arab Emirates, Dubai

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

Your Career

As a Distribution Business Manager (DBM) at Palo Alto Networks, you will drive our entire Sales & Channel engagement with distributors across the NextWave partner ecosystem across the Middle East region. You will own the overall GTM relationship, defining the evolution of distributors’ businesses, headcount, investments, and go-to-market strategies each year based on regional priorities. Your role includes overall business execution and performance management with the distributor, augmenting the Enterprise & Commercial Segment needs with your DBM peers and associated sales segment leads.

Your Impact

• Provide necessary data and reports to distributors to set plan targets and KPIs
• Schedule, prepare, and lead recurring Business Review meetings (QBRs) at least three times per year with cross-functional audience
• Meet with Distributors to update the annual business plan with previous quarter’s results and set targets for the new quarter
• Establish senior executive relationships and leverage rapport with distributors’ executives to influence investments
• Lead monthly updates with the distributor(s) to cover relevant new company information
• Increase the distributor’s quoting utilization and provide adequate training
• Manage semi-annual NextWave Program Compliance efforts for Distribution Managed Partners
• Work closely with the Renewals team and distributors to improve renewals process efficiency
• Build and monitor plans with distributors to drive attendance to important events
• Give face-to-face presentations to distributors at the start of each quarter
• Facilitate cadence of 'Peering' between local management teams
• Handle escalations related to day-to-day order processing and Distributor Credit situations
• Be onsite at a local distributor at each end of month / EOQ
• Manage the Distribution Rebates by setting targets and defining MBOs
• Manage all processes and documentation related to Distribution Development Funds (DDF)
• Lead weekly forecast call with each local distributor

Your Experience

• 5 – 7 years of distribution or channel management experience
• 2 – 3 years of channel sales management experience in vendor environments
• Fluent Arabic and English are considered must-have
• Working knowledge and experience selling technology solutions
• Proven experience influencing senior-level partner executives
• Ability to develop complex partner and territory plans and strategies
• Strong presentation skills and the ability to describe market transitions
• Proven ability to communicate effectively and professionally
• Strong leadership skills with the ability to develop and manage virtual sales teams
• Strong time management, organizational, and negotiation skills
• Professional IT Sales and business development experience
• Strong public speaking skills

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 a member of the Middle East & Africa leadership team, you will build and drive the Ecosystems team to exceed company objectives. You’ll be responsible for building a results-driven sales culture that delivers 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 development projects, and create and analyze metrics.

The Sr. Director, Ecosystems Middle East & Africa reports to the VP, EMEA Ecosystems and dotted line into the VP, Sales - SEUR & MEA. They will carry the complete sales quota for the region and therefore have a shared responsibility for accurate and timely forecasting in SFDC and will work closely with the Sales RVP and SE Director accordingly.

Your Impact

• Development and delivery of an Ecosystem strategy across multiple internal and external stakeholders for Incremental business through Ecosystem partners to drive exponential growth across Middle East & Africa

• Development of a Regional strategy for Ecosystems aligned to overall MENEA area, built through detailed analysis and executed with attention to detail

• Expansion into new Ecosystem Partners, customers or markets through committed and loyal partnerships

• Ensure a high level of customer satisfaction through highly capable and competent partnerships, specifically at C-Level in the region

• Create options for multiple routes to market for customers, each with a high degree of quality experience for the customer, whatever option is chosen

• Become trusted advisor to internal sales leaders and Ecosystem partner executives alike

• Influence the direction of Ecosystem programs at corporate level to positively impact Ecosystem proactive engagements across Middle East & Africa

• Champion continuous innovation and adaptability while fostering operational excellence and clear processes in daily business operations

• Oversee the development and implementation of marketing and sales programs to facilitate accelerated growth and profitability within the channel

• People leadership - our people are at the heart of our success - Develop and deliver a high performing team

• Attract and retain exceptional Ecosystem talent

Your Experience

• Extensive people management experience (typically 10+ years and 2nd line leadership) required

• Extensive demonstrable success (typically 12+ years) through multiple routes to market - GSI, Service Provider, Cloud Provider, Value Added Resellers and/or Distributors required

• Proven track record in building offerings through Systems Integrators, Service Providers and Consultancies

• Understanding of Enterprise sales methodologies and motions, preferably with experience in direct customer sales engagements

• A growth mindset - ability to learn quickly, create new initiatives and execute them effectively

• This individual must be a forward thinker who is extremely focused and capable of creating and implementing an evolving strategy to meet and anticipate both near and long-term development issues

• Bachelor's degree or equivalent military experience required

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

• This Engineering Escalation role is positioned to intercept and assist or drive technical escalations that come to the executive level in engineering

• Escalations of this type are extremely critical and are driven by the account teams in the field

• You will speak with executive levels at customers, delivering among other things, discussions about the situation, explaining the root cause or progress toward it, providing status internally, and addressing technical questions during customer interaction.

Your Experience

• BE /B.tech or equivalent technical graduation is mandatory or equivalent military experience required

• Career level experience in support service, technical support or similar troubleshooting related role

• Technical lead in area of expertise related to cyberspace equipment vendor or network security organisation

Required Technical skills -

• Configuring and troubleshooting dynamic routing protocols (BGP and OSPF primarily)

• L1-L3 (ISO model) troubleshooting

• Broad understanding of and ability to analyze and troubleshoot Internet applications and protocols

• Troubleshooting VPNs (IPSec and SSL tunnels)

• Pcap analysis (via Wireshark and other tools)

• Hardware troubleshooting for telecommunications equipment

• C, C++ and python programming languages(Good to have)

Additional information

• Able to explain complex technical issues to non-technical people

• Able to have open discussions on network design, network security and related technical topics

Helpful certifications -

• Advanced certification for network equipment vendors (e.g. JNCIE, JNCP, CCIE, CCNA, CCNP, CCA etc)

• Cloud deployment for AWS, GCP, Azure or KVM based solutions)

We define the industry, instead of waiting for directions. We need individuals who feel comfortable in ambiguity, excited by the prospect of a challenge, and empowered by the unknown risks facing our everyday lives that are only enabled by a secure digital environment

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

• Perform red and purple team assessments (with and without industry regulator oversight), assumed breach assessments (red team engagements with a pre-deployed implant), ransomware readiness reviews (assessing susceptibly to modern ransomware threats), threat analysis and social-engineering assessments
• Develop scripts, tools, and methodologies to automate and streamline internal processes and engagements - Examples include Terraform and Ansible, custom payload generators / loaders
• Conduct cloud penetration testing engagements to assess specific workloads (i.e., AWS, GCP, Azure, containers, or other PaaS and SaaS instances) for vulnerabilities and subsequently attempt to exploit identified weakness after receiving permission from client stakeholders
• Lead scoping and services overview conversations with clients for prospective engagements in area of expertise, presenting with credibility and authority, clearly articulating various testing approaches and methodologies to audiences ranging from highly technical to executive personnel
• Determines processes and procedures to be followed on assignments - On large and complex engagements, lead technical workstreams with guidance and oversight as required
• Leads communications with clients on engagements, including highly technical matters, ensuring client inquiries are responded to promptly
• Ability to lead engagement delivery through to completion, manage engagement economics to deliver projects on time and on budget and uphold high standards of quality
• Mentor and coach new team members and lead by example, demonstrating technical skills and procedures during engagements - Delegate tasks and provide feedback to empower team members to produce high-quality results
• Ability to perform travel requirements as needed to meet business demands

Your Experience

• 8+ years of professional experience with cyber security tools, technologies, and methods focused on Red/Purple Teaming
• Demonstrate a deep understanding of how malicious software works (i.e.malware, trojans, rootkits, etc.)
• Ability to modify known and/or craft custom exploits manually without dependence on consumer tools
• Ability to create bypasses to security tools, and weaponize payloads for delivery on social-engineering engagements
• Demonstrable experience of evasion techniques
• Strong experience with Active Directory and attack killchain
• Experience with penetration testing, administering, and troubleshooting major flavours of Linux, Windows, and major cloud IaaS, PaaS, and SaaS providers (i.e., AWS, GCP, and Azure)
• Experience with scripting and editing existing code and programming using one or more of the following - Perl, Python, ruby, bash, C/C++, C#, or Java
• Ability to read and use the results of mobile code, malicious code, and anti-virus software
• Demonstrable experience of threat-intelligence led red teaming frameworks such as CORIE, CBEST, TIBER-EU
• Track record of championing innovation and improvement initiatives for your area of expertise, identifying emerging trends and technologies and developing leading solutions to address client needs
• Bachelor’s Degree in Information Security, Computer Science, Digital Forensics, Cyber Security, or equivalent years of professional experience or equivalent military experience to meet job requirements and expectations
• Professional industry certifications such as
  • Offensive Security Certified Expert (OSCE)
  • Offensive Security Certified Professional (OSCP)
  • CREST Registered Tester (CREST CRT)
  • GIAC Penetration Tester (GPEN)
  • CREST Certified Simulated Attack Specialist (CCSAS)

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

• Oversee the delivery of our proactive consulting services, ensuring their consistency, quality and highest level of customer service
• Provide hands-on, expert-level proactive Security Operations Center (SOC) 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 proactive services practice
• Drive innovation in Unit 42’s proactive 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 8 for global enterprise customers
  • Security operations (highly preferred for this position)
  • Application security (including AI)
  • Cloud security
  • Red & purple teaming
  • Cybersecurity risk assessments
  • Cybersecurity strategy & transformations
  • Cyber crisis management
  • Zero Trust
• 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

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

• 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

• Fluent in Arabic

• You have 12+ years of experience preferably in a top management consulting firm or software company with a focus on business transformation

• You have a bachelor’s degree - MBA is preferred or equivalent military experience required

• You know true outcomes are not accidental, they are crafted with relentless preparation, collaboration, and a deep focus on details

• Excellent situational awareness, proven ability to influence, drive accountability & build consensus with all team members and customers to drive operational excellence and quality of deliverables

• Executive presence with strong verbal and written communication successfully influencing the C-suite to act

• Exceptional business problem solving aptitude with deep financial analysis and modeling 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 and cybersecurity, business applications, systems, and business process integration solutions

• Experience with risk assessment, especially cyber risk is preferred

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