Sr Dir, Technical Solutions

Palo Alto Networks; Camden Town; Hybrid; GBP 90,000 - 120,000; Full time

Job summary

A leading cybersecurity firm is seeking a Senior Director, Technical Solutions in Camden Town, UK. This role involves overseeing technical selling operations, leading a team across multiple countries, and developing comprehensive strategies for driving sales growth. The ideal candidate will have a strong background in leadership, sales strategy, and a deep understanding of cybersecurity solutions. This position embraces flexibility in work arrangements and supports a diverse hiring strategy.

Benefits

Flexible working arrangements

Diversity and inclusion initiatives

Professional development opportunities

Qualifications

• Strong history of leading teams in a technical environment.
• Experience in driving revenue and strategic initiatives.
• Proven track record in customer relationship management.

Responsibilities

• Develop technical strategies that accelerate pipeline and sales growth.
• Foster relationships with partners to improve sales productivity.
• Demonstrate leadership through coaching and development.
• Drive portfolio expansion initiatives beyond single products.
• Recruit and hire new team members to strengthen the region.

Skills

Leadership

Sales Strategy

Technical Selling

Customer Relationship Management

Communication Skills

Industry Knowledge

Education

Bachelor's degree in a relevant field

Job description

Overview

The Senior Director, Technical Solutions leads the evolution of the traditional Systems Engineering Director role, aligning leadership of teams to serve customers in understanding their environment, providing solution guidance, and ensuring value realization in their investment with Palo Alto Networks. The Senior Director, Technical Solutions, North oversees Technical Selling operations to achieve revenue generation and regional quotas. You will drive strategic, enterprise-wide sales initiatives within our lines of business, interact at senior levels with customers and partners, and provide insights into industry trends, customer challenges, technical evolutions, and business changes to support security decisions. This role is for you if you are a trusted advisor in the region, with a reputation among customers and partners for addressing their needs. You will lead the Technical Solutions team within the region, including Managers across multiple countries, and you should have a background as a Technology Executive with experience leading teams, driving revenue, and leveraging innovation to achieve growth. A strong background in security platform, application architecture, and sales, plus a proven leadership track record, is required. You should have a reputation for achieving company goals and developing key customer relationships, and be an excellent presenter from technical to senior executive levels.

Responsibilities

• Work with your Area Sales VP to develop a technical strategy that accelerates pipeline and sales growth. Identify key verticals, markets, use cases, and solutions to focus on, and devise a comprehensive regional strategy and engagement model.
• Develop and maintain positive relationships with Palo Alto Networks' partners (resellers, distribution, system integrators, and alliances) through design, drive and measurement of initiatives (training, evaluation installations) to improve sales productivity via partners, with focus on expanding into new technology areas.
• Demonstrate people leadership across regions and cultures, including leading through change, coaching managers, creating development plans, reducing attrition, and delivering a track record of promotions and success.
• Foster channel partner relationships with partner and customer technical leaders.
• Drive portfolio sales into the region's account base beyond single products, leading portfolio expansion initiatives, upselling subscriptions and strategic solutions including cloud-delivered services and public cloud security solutions.
• Plan and architect compelling technical and business-focused solutions to drive adoption and growth after the initial sale and across the portfolio.
• Understand and articulate the technical, operational, and commercial challenges faced by prospects and customers that Palo Alto Networks solutions address.
• Build and maintain relationships with key customers in the territory to solidify reference accounts and assist account teams in defining plans to drive more business.
• Provide account support through assignments, load balancing, continuity, strategic planning with Sales management, Sales Reps and Technical Solutions, and customer meetings including sales calls and problem resolution.
• Partner effectively in a matrix 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 in the region.
• Recruit and hire new Technical Solutions Managers into the Region, balancing internal and external hiring by building succession plans.
• Coach and develop improved standard methodologies for Managers, including hiring, training, and mentoring new employees.
• Assist with defining periodic SCE training curriculum, conducting evaluations, and timely return of evaluation equipment.
• Demonstrate experience as a Senior pre-sales leader across multiple countries including UK, Nordics and Benelux.
• Lead transformation to a platform-sell model, enabling teams on solution selling.
• Maintain industry knowledge of security product market trends, roadmap, technology development, competitor offerings, and products.
• Deliver comprehensive security solutions to Palo Alto Networks customer base and develop long-term sales plans to grow large deals and strengthen customer relationships.
• Experience in selling, designing, implementing or managing one or more of the following: Network Security, SASE, SaaS, CNAPP, and/or SOC Transformation Technologies.
• Build a high-trust culture, address performance issues, and reward great performance.
• Partner with Customer Support to ensure successful implementation and adoption of sold solutions.
• Maintain strong written and verbal communication and presentation skills.
• Maintain a quota-driven attitude focused on delivering the best solutions as a trusted advisor.
• Proficient in English; knowledge of another language relevant to the Area is a strong plus.

Company Description

Our Mission: At Palo Alto Networks, we are the cybersecurity partner of choice, protecting our digital way of life. We envision a world where each day is safer and more secure. We are committed to innovating and challenging cybersecurity status quo, and we are building a diverse team that collaborates to shape the future of cybersecurity. We offer FLEXWORK to adapt to individual needs, empowering employees to choose how they work. We are committed to providing reasonable accommodations for all qualified individuals with a disability.