Director, Solutions Consulting in London

Our Mission At Palo Alto Networks, we're united by a shared mission—to protect our digital way of life. We thrive at the intersection of innovation and impact, solving real-world problems with cutting‐edge technology and bold thinking. Here, everyone has a voice, and every idea counts. If you're ready to do the most meaningful work of your career alongside people who are just as passionate as you are, you're in the right place.

Who We Are In order to be the cybersecurity partner of choice, we must trailblaze the path and shape the future of our industry. This is something our employees work at each day and is defined by our values: Disruption, Collaboration, Execution, Integrity, and Inclusion. We weave AI into the fabric of everything we do and use it to augment the impact every individual can have. If you are passionate about solving real‐world problems and ideating beside the best and the brightest, we invite you to join us!

This role is remote, but distance is no barrier to impact. Our hybrid teams collaborate across geographies to solve big problems, stay close to our customers, and grow together. You will be part of a culture that values trust, accountability, and shared success where your work truly matters.

Job Summary The Director, Solutions Consulting for the UK Public Sector is the evolution of the traditional Systems Engineering Director Role, aligning how we lead teams to best serve our customers in understanding their environment, providing solution guidance and ensuring value realization in their investment with Palo Alto Networks. As the Director, Solutions Consulting, UK Public Sector you will have the responsibility to oversee Solutions Consulting operations and achieve revenue generation, individual, team, and organisational quotas.

You will also play a key role in driving strategic sales related initiatives within our lines of business. You will interact at a senior level with customers and partners and provide valuable insight into industry trends, customer challenges, technical evolutions, and business changes that will help the customer make their security decisions. This job is for you if you already have a reputation with the customers and partners in the Public Sector as a trusted advisor who will always take care of their needs. You will lead the Solutions Consulting team within the region, including a team of Managers throughout Central Government, NHS/Local Government, Higher Education and Research and Defence, Intelligence, Security and Policing.

You are an experienced manager of managers, with a demonstrable background as a dedicated Technology Executive with broad technology and business background, able to demonstrate consistent success in utilising innovation to achieve revenue and sales growth. Just like the rest of the Technical Solutions team, this is a position that will require a business savvy individual with a strong background in security platform, application architecture, and sales coupled with a successful track record in leadership.

Your Impact Work with the Senior Director Public Sector Sales Leader 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 UK Public Sector. 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—leading through change, coaching managers, demonstrated development plans and execution, reduced attrition results and initiatives, a clear history of promotions and success, 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 Domain Consultants, GCS, Finance, HR, Product Management, Marketing, and other relevant organisations.
• 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 Solutions Consulting Managers into the UK Public Sector 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 Solution Consulting training curriculum, run successful evaluations and timely return of evaluation equipment.

Qualifications Your Experience Experience as a Senior pre‐sales leader across multiple verticals of the UK Public Sector. 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. Proficient in English. Willingness to go through the Security Clearance process.

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