VP, Consulting Operations and GTM- Unit 42

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Job description

Job Description

Your Career

The VP of Unit 42 Consulting Operations and GTM will be a member of the Palo Alto Networks Unit 42 Executive Leadership Team and will be responsible for leading our Global Operations and GTM team (Customer Success Management, Resource Management, Enablement, and Support) and delivering exceptional customer experiences and outcomes. In this role, you will be responsible for developing, communicating and executing innovative strategies that will help retain and grow our customers, increase efficiencies and most importantly create a differentiated, delightful customer experience. This position will report directly to the Senior Vice President of Unit 42.

We are looking for a customer-centric leader with experience scaling Global Consulting Operations and GTM organizations to drive a measurable impact on key outcomes like time to value, adoption, retention, technical health, customer experience, cost to serve etc. This person will be the leader of the ops and program teams that support Consulting partnering closely with the Senior Vice President to execute and communicate the strategy and measure and improve performance.

Your mission will be to drive the effectiveness and efficiency of our Consulting Operation and GTM Organization. You will work with the Unit 42 leadership team to develop and evolve the overall Consulting Organization strategy and operations, while evangelizing Unit 42 and ensuring process optimization. You will drive strategic alignment and accountability within the Consulting leadership team, as well as manage a broad range of strategic, change management, and operational initiatives.

You will lead a team responsible for executing on the strategy within the Unit 42 Organization through collecting customer insights, creating programs and introducing operational efficiencies that deliver long-term value and success for our customers, while positively impacting multiple areas of Palo Alto Networks' business.

Your Impact

Key Operation Responsibilities

Guide Strategic Planning and Change Management - Collaborate with Consulting leadership and Strategy leadership team on strategy and operational change management - Ensure strategic decisions are supported through data and analysis, and align with company strategy

Own development of new service offerings across the global team - Lead the team responsible for creation and development of new service offerings

Own & lead the Unit 42 GTM organization - Lead the Unit 42 GTM, GTM operations, and sales operations components across all of PANW

Own Customer Success & enablement - Lead a team to deliver high-value, data-driven insights into the customer journey and proactively identify, develop, and deliver on long-term strategies and initiatives that accelerate the value of the customer adoption & activation of Unit 42 retainers & other delivery products

Own enablement for consulting services, threat intelligence, MDR/MTH - Lead a team of highly skilled operations managers to deliver high-value, data-driven insights into the consulting journey and proactively identify, develop, and deliver on long-term strategies and initiatives that accelerate the value of the customer investment in our products and solutions

Drive Customer and Operational Insights and Analytics - Define key metrics for the Unit 42 Organization, the end to end customer experience and efficiency - Establish a system for tracking metrics - Create cadence for review within the team - Effectively communicate progress being made across Unit 42, and to influence organizational behavior, drive forward-looking strategy execution, and identify operational gaps or areas of improvement

Define and Optimize the Customer Lifecycle - Map customer journey - Develop listening posts in journey (e.g., usage, engagement, etc.) - Standardize engagement model for each post in journey across all Unit 42 functional teams - Identify opportunities for continuous improvement and innovation

Enhance Effectiveness and Efficiency Through Technology - Scale and improve processes and tools by innovating Unit 42 systems and workflows - Develop roadmap for technology changes required to drive operational efficiencies - Lead AI driven transformations across the organization and implement new tools that can develop and scale robust programs focusing on critical areas from customer onboarding all the way to renewal

Champion Unit 42 Evangelize company-wide culture of Unit 42 and build a strong cross-functional interlock and operating cadence with Sales, Marketing, Finance, Product Management, Technology, and IT teams to execute deliverables and continuously gain insight and feedback on how to improve Support, Deployment, and Adoption - Cultivate a growth mindset-oriented culture that promotes diversity, continuous improvement, a sense of urgency, and customer outcomes

Key GTM Responsibilities

Define and articulate clear sales strategy, operational plans, and metrics to drive a global multi-million dollar business

Build and lead a diverse, highly talented, and motivated sales team with deep cyber-security and consulting capabilities

Drive awareness and adoption of Unit 42/Crypsis suite of services across PANW organization, leveraging Network Security and Cloud/AI Security Sales and Ecosystems teams to achieve or exceed goals

Drive a disciplined sales performance culture based on clear account planning, forecasting and pipeline management

Manage multiple urgent Data Breach and Investigative Services opportunities to ensure clients are receiving the support they and, at times, their in-house and outside counsel,

Leverage and cultivate relationships with top organizations as well as identify potential new alliances and partnerships to drive business

Grow Unit 42 external brand and profile through key industry conferences and events

Evangelize the Palo Alto Networks brand and portfolio and act as an ambassador for the company

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