Senior Director, Technical Solutions – North EMEA

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October 2

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Palo Alto Networks

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Cybersecurity • Enterprise • AI

Palo Alto Networks is a leading cybersecurity company that offers a comprehensive suite of products and services designed to protect networks, cloud environments, and enterprise operations from cyber threats. The company's offerings include advanced threat prevention, network security, cloud security, IoT security, endpoint protection, and managed detection and response services. With a strong emphasis on AI-driven security operations and zero trust architectures, Palo Alto Networks is recognized as a leader in enterprise firewall solutions and other areas of cybersecurity across numerous sectors worldwide. The company provides expertise in threat intelligence, incident response, and proactive assessment to help organizations secure their infrastructure and data. Their solutions cater to a variety of industries, including financial services, healthcare, manufacturing, and the public sector. Palo Alto Networks is committed to advancing cybersecurity with AI-powered precision to ensure comprehensive protection and efficient threat response.

10,000+ employees

Founded 2005

🔒 Cybersecurity

🏢 Enterprise

💰 $10M Series C on 2008-11

📋 Description

• 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 (UK, Ireland, Benelux and Nordics). • 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 (training, evaluation installations, to improve sales productivity through partners, also with focus on ensuring partners drive products in new technology areas • 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. • Experience of leading teams across multiple countries and cultural nuances. • 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, with factual results upselling subscriptions and strategic solutions including cloud delivered services and public cloud security solutions • 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

🎯 Requirements

• 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.

🏖️ Benefits

• Flexible working hours • Professional development opportunities