Sr. Principal, Value CoE

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.
Our vision is a world where each day is safer and more secure than the one before. 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.

Who We Are

We take our mission of protecting the digital way of life seriously. We are relentless in protecting our customers and we believe that the unique ideas of every member of our team contributes to our collective success. Our values were crowdsourced by employees and are brought to life through each of us everyday - from disruptive innovation and collaboration, to execution. From showing up for each other with integrity to creating an environment where we all feel included.

As a member of our team, you will be shaping the future of cybersecurity. We work fast, value ongoing learning, and we respect each employee as a unique individual. Knowing we all have different needs, our development and personal wellbeing programs are designed to give you choice in how you are supported. This includes our FLEXBenefits wellbeing spending account with over 1,000 eligible items selected by employees, our mental and financial health resources, and our personalized learning opportunities - just to name a few!

Job Description

Your Career

As the Senior Principal, Value CoE, you will play a critical role in scaling business value consulting across Palo Alto Networks. This includes equipping sales and support teams with tools, training, and methodologies to embed value selling as a core function. You will drive enablement on our Customer Value Platform (CVP), provide direct deal support, and coach teams on building compelling business cases and value narratives. Your alignment to the Commercial and Public Sector businesses ensures targeted impact, and your facilitation of enablement workshops and all-hands training sessions will empower teams to consistently engage customers with value-focused approaches.

Your Impact

Value Consulting:

• Partner with sales and support teams to lead business value engagements, driving adoption of value consulting methodologies.

• Directly support high-priority deals by collaborating with account teams to generate business cases and customer-centric value narratives.

• Host office hours and deliver coaching sessions to enable individual and team-level success in value selling.

Enablement & Scaling:

• Drive enablement on the Customer Value Platform (CVP) to ensure alignment with company-wide value-selling strategies.

• Facilitate large-scale enablement workshops and training sessions, enhancing team capabilities in value-driven engagement.

• Develop best practices and scalable frameworks to expand the impact of value consulting across regions and verticals.

Strategic Alignment:

• Collaborate with Commercial and Public Sector leadership to customize value methodologies for these key segments.

• Engage with cross-functional leaders to identify and implement strategies for scaling value selling organization-wide.

• Partner with enablement teams to integrate value frameworks and tools into onboarding and ongoing training programs.

Thought Leadership:

• Build scalable intellectual property (IP), including templates, playbooks, and tools, to establish a repeatable value consulting approach.

• Establish the company as a leader in value-driven engagements by creating thought leadership assets that reflect industry expertise.

Qualifications

Your Experience 

• 10+ years in business value consulting, sales enablement, or a similar strategic role.

• Proven experience scaling value frameworks, developing tools, and facilitating impactful enablement sessions.

• Expertise in building business cases and customer value narratives that drive deal success.

• Strong ability to engage and influence cross-functional teams, including sales, support, and executive leadership.

• Experience with tools like Customer Value Platforms (CVP) or similar enablement technologies is highly desirable.

• Excellent facilitation skills, with a track record of leading workshops, coaching sessions, and large group training.

• Bachelor's degree in Business, Strategy, or a related field; an advanced degree is preferred.

Additional Information

The Team

Business Value Consulting (BVC) is a strategic, consultative team and is a key driver of growth for Palo Alto Networks. We engage with Fortune 1000 customers to build and deliver strategic business justification to be their digital transformation cybersecurity partner. You will lead cross-functional teams composed of leaders from customers, sales, solution consulting, business units, and other functional groups. You will have the opportunity to excel in areas of sales strategy, consultative discovery, and engagement execution including business analysis, problem solving, program management, executive communication and consensus building.

Compensation Disclosure

The compensation offered for this position will depend on qualifications, experience, and work location. For candidates who receive an offer at the posted level, the starting base salary (for non-sales roles) or base salary + commission target (for sales/commissioned roles) is expected to be between $153,000 - $229,0000/YR. The offered compensation may also include restricted stock units and a bonus. A description of our employee benefits may be found here.

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 [email protected].

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.

Is role eligible for Immigration Sponsorship? No. Please note that we will not sponsor applicants for work visas for this position.