Program Business Consultant

Palo Alto Networks•Santa Clara, CA

13d

About The Position

The Program Business Consultant is a high-execution, individual contributor role reporting to the Revenue Acceleration Manager, Commercial Sales Strategy. This role is primarily focused on driving immediate sales execution and operationalizing strategic initiatives within the field while managing specific program deliverables. We are looking for a decisive executor and operational leader who operates as an individual contributor to align with our Commercial sales segment. You will be responsible for driving, managing, and measuring the on-the-ground delivery of Sales Planning frameworks, translating high-level strategy into tangible, tactical sales motions, and operating as an integral partner to sales leadership with direct support from the extended internal and external ecosystem. This role will be specifically responsible for: Healthcare Center of Excellence PMO: Create a community for our Commercial Healthcare sellers. Establish best practices on driving demand through BDR/marketing and scaling through Healthcare partners. Act as the central liaison to enable team with cross functional teams’ support. Renewals Acceleration: Drive strategic planning and execution motions to maximize renewal rates and identify expansion opportunities within the existing customer base. Build out & execute a product and soft skill enablement plan for renewals managers and renewals reps. Manage WW Renewals Big Rocks by partnering with the IT team. Drive the rhythm of business, executive communications and serve as the connector of different renewal teams. Partner with sales leaders in regular selling motions to amplify portfolio selling best practices for customer-focused outcomes (vs. point product selling) in Commercial accounts. The account and opportunity planning framework you oversee fuels portfolio selling and “big deal motion” with a multi-year perspective from generating big ideas to deal closure, mitigating risk, and increasing win rate.

Requirements

Professional sales experience with demonstrated proficiency in large, complex accounts with a customer-centric, value-driven selling approach
Adept at mapping and navigating complex deals and sales cycles
Proven ability to assess and align to customer business drivers to create business cases that support portfolio, platform or services sales and long term customer success
Understanding of relevant business, financial acumen, cybersecurity industry and market experience
Experience mapping Commercial accounts via deep discovery of functional areas, stakeholder alignment, and pathways to connect disparate perspectives toward consensus
Demonstrated sales leadership, coaching and sales enablement skills and experience
Strategic mindset with strong problem solving, analysis, and critical thinking skills
Skilled at activating data-driven initiatives enabling sales teams to sell broadly into accounts with programmatic structure
Facilitate insightful, motivating and collaborative sales strategy sessions including account planning, territory strategy, opportunity level reviews, executive briefings, pre-call plans, etc.
Executive presence and consultative approach
Mentoring/Coaching and Leadership Development Experience
Highly motivated, energetic, inclusive, self-starter who demonstrates leadership, adaptability, flexibility and integrity
Ability to travel up to 25%

Responsibilities

Directly apply expertise in the Commercial sales process, methodology, and opportunity development to execute and amplify proven sales motions on a day-to-day basis, translating best practices into immediate field action.
Drive the daily operationalization of the Healthcare Center of Excellence (CoE). Partner with Marketing, Industry, and Field Teams to ensure the direct delivery of vertical-specific messaging, current case studies, and scalable sales plays to the Commercial team for immediate use.
Own the tactical execution plan to accelerate Renewals performance. Partner with Customer Success and Sales Leaders to manage and enforce pipeline hygiene, actively identify and mitigate churn risks, and ensure the successful execution of upsell/cross-sell opportunities within the renewal cycle.
Lead and facilitate regular, high-impact territory planning and opportunity review sessions. Ensure these reviews translate directly into defined, measurable short-term and long-term action plans for sales teams.
Act as the hands-on liaison to facilitate intra-team collaboration. Ensure the precise and timely alignment of CoE resources (content, SMEs) to critical, in-flight opportunities to drive deal progression.
Cultivate and maintain high-trust relationships with sales leaders and teams through a high-touch, operational partnership approach. Consult, advise, and directly support sales execution toward the achievement of quarterly and annual goals.
Translate data insights into immediate course corrections and execution adjustments. Proactively identify leading indicators of business health and address operational gaps to amplify desired results and drive predictability.
Apply necessary business acumen, including deep operational understanding of Healthcare regulatory and compliance requirements, to directly support the creation of compelling, compliant customer business cases and final proposals.
Apply critical thinking and a consultative approach to influence sales behavior and tactical execution across teams without formal reporting authority, ensuring adoption of best practices.
Develop, manage, and evolve program impact reporting with a focus on leading indicators of business health, actionable renewal rates, and verifiable growth and bookings outcomes for the specific verticals.
Ensure Commercial sales and customer success execution plans are directly linked to and support the tactical realization of the organization's transformational initiatives and strategies.
Actively participate in and drive the execution of key Commercial sales development programs and forums (e.g., Business Value Consulting engagements, Sales Advisory Boards), ensuring program concepts are translated into field reality.