Defence Strategic Lead

Company Description

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 have the vision of a world where each day is safer and more secure than the one before. These aren’t easy goals to accomplish – but we’re not here for easy. We’re here for better. 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.

We’re changing the nature of work. Palo Alto Networks is evolving to meet the needs of our employees now and in the future through FLEXWORK, our approach to how we work. From benefits to learning, location to leadership, we’ve rethought and recreated every aspect of the employee experience at Palo Alto Networks.  And because it FLEXes around each individual employee based on their individual choices, employees are empowered to push boundaries and help us all evolve, together.

Job Description

Your Career

As the Defence Strategic Lead, you will be primarily focused on Strategic Programs in MOD and Defence System Integrators (SI's). Your impact will be measured by your ability to increase our credibility and influence across the Defence ecosystem. The Core Role Objectives & Responsibilities:

Strategic Portfolio Management & Execution:

• Own the identification, qualification, win strategy, partner strategy, and execution for our most complex, large-deal strategic pursuits.
• Manage and run a significant portfolio of opportunities totaling $20 million+ (potential), focusing on opportunities that are large and complex.
• Lead active pursuits and successfully drive opportunities through the sales cycle
• Prioritize and direct focus across the Defence Industry team, defining the support needed to successfully execute strategic pursuits
• Engage strategically to support Account Executives (AE's) on nearer-term, complex opportunities as required.

Senior Engagement & Network Elevation:

• Elevate our network and relationships across the MOD and Defence Industry Base (DIB), ensuring we penetrate conversations where we currently lack presence.
• Drive CXX level Partnerships, Executive Briefing Center (EBC) engagement, and Executive Engagements to build trust and leverage key relationships.
• Elevate opportunities internally by engaging with Executive Leadership, Product Management, and the Leadership Team (LT).
• Take a lead role into the National Security area as we develop this vertical, with the eventual aim of transitioning the run-rate business to a dedicated AE.

Strategy, Innovation & Platform Growth:

• Collaborate and Contribute to the overall UK Defence Strategy, aligning efforts with key growth priorities such as driving big deals through Platformization and securing Net New Wins.
• Identify and champion necessary organizational investments (e.g., resources, products, training) required to grow our business and relevance in Defence. Focus innovation efforts on High Value/Impact Areas such as deployed environments, Cloud, or Next Gen solutions.
• Help us challenge the status quo within the MOD and drive the adoption and growth of our Next Gen Security Portfolio.
• Elevate our relationship with Partners and the Defence Community, ensuring strong coordination and collaboration across the ecosystem, including the DoD Team and our Allies

Qualifications

Your Experience

You are a specialist/senior/exec level person experienced in navigating the complex sales cycles and procurement structures of the UK MOD and associated Defence System Integrators (SIs). You are a decisive team player who maintains a positive influence on team culture and can provide clear direction and focus.

• Proven expertise in large deal sales/business development within the UK Defence or Intelligence sector.
• Understanding of strategic programs within MOD
• A clear focus on Portfolio Growth, particularly around Next Gen Platforms and Cyber Intelligence.
• Experience in leveraging partners and driving CXX level engagements.
• Experience and knowledge of SaaS-based architectures, ideally in a networking and/or security industry
• Demonstrated experience selling complex solutions, value selling, and/or consultative sales techniques
• Technical aptitude for understanding how technology products and solutions solve business problems
• Identifies problems, reviews data, determines the root causes, and provides scalable solutions
• Cultivate relationships with our channel partners to bring channel-centric go-to-market approach for our customers
• Demonstrates in depth knowledge of the full sales cycle and the ability to follow a structured sales process
• Ability to take a holistic approach to problem solving by understanding the bigger picture, and considering complex interrelationships and outcomes
• Excellent time management skills, and work with high levels of autonomy and self-direction

Additional Information

The Team

Our sales team members work hand-in-hand with large 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.

Our Commitment

We’re trailblazers that dream big, 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.

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.