Defence Strategic Lead

Your Career

As the Defence Strategic Lead you will be primarily focused on Strategic Programs in MOD and Defence System Integrators (SIs). Your impact will be measured by your ability to increase our credibility and influence across the Defence ecosystem. The Core Role Objectives & Responsibilities:

Strategic Portfolio Management & Execution:

• Own the identification qualification win strategy partner strategy and execution for our most complex large-deal strategic pursuits.
• Manage and run a significant portfolio of opportunities totaling $20 million (potential) focusing on opportunities that are large and complex.
• Lead active pursuits and successfully drive opportunities through the sales cycle
• Prioritize and direct focus across the Defence Industry team defining the support needed to successfully execute strategic pursuits
• Engage strategically to support Account Executives (AEs) on nearer-term complex opportunities as required.
• Senior Engagement & Network Elevation:
• Elevate our network and relationships across the MOD and Defence Industry Base (DIB) ensuring we penetrate conversations where we currently lack presence.
• Drive CXX level Partnerships Executive Briefing Center (EBC) engagement and Executive Engagements to build trust and leverage key relationships.
• Elevate opportunities internally by engaging with Executive Leadership Product Management and the Leadership Team (LT).
• Take a lead role into the National Security area as we develop this vertical with the eventual aim of transitioning the run-rate business to a dedicated AE.

Strategy Innovation & Platform Growth:

• Collaborate and Contribute to the overall UK Defence Strategy aligning efforts with key growth priorities such as driving big deals through Platformization and securing Net New Wins.
• Identify and champion necessary organizational investments (e.g. resources products training) required to grow our business and relevance in Defence. Focus innovation efforts on High Value/Impact Areas such as deployed environments Cloud or Next Gen solutions.
• Help us challenge the status quo within the MOD and drive the adoption and growth of our Next Gen Security Portfolio.
• Elevate our relationship with Partners and the Defence Community ensuring strong coordination and collaboration across the ecosystem including the DoD Team and our Allies

Qualifications :

Your Experience

You are a specialist/senior/exec level person experienced in navigating the complex sales cycles and procurement structures of the UK MOD and associated Defence System Integrators (SIs). You are a decisive team player who maintains a positive influence on team culture and can provide clear direction and focus.

• Proven expertise in large deal sales/business development within the UK Defence or Intelligence sector.
• Understanding of strategic programs within MOD
• A clear focus on Portfolio Growth particularly around Next Gen Platforms and Cyber Intelligence.
• Experience in leveraging partners and driving CXX level engagements.
• Experience and knowledge of SaaS-based architectures ideally in a networking and/or security industry
• Demonstrated experience selling complex solutions value selling and/or consultative sales techniques
• Technical aptitude for understanding how technology products and solutions solve business problems
• Identifies problems reviews data determines the root causes and provides scalable solutions
• Cultivate relationships with our channel partners to bring channel-centric go-to-market approach for our customers
• Demonstrates in depth knowledge of the full sales cycle and the ability to follow a structured sales process
• Ability to take a holistic approach to problem solving by understanding the bigger picture and considering complex interrelationships and outcomes
• Excellent time management skills and work with high levels of autonomy and self-direction

Additional Information :

The Team

Our sales team members work hand-in-hand with large organizations around the world to keep their digital environments protected. We educate inspire and empower our potential clients in their journey to security.

As part of our sales team you are empowered with unmatched systems and tools constantly updated research and sales libraries and a team built on joint success. You wont find someone at Palo Alto Networks that isnt committed to your success with everyone pitching in to assist when it comes to solutions selling learning and development. As a member of our sales team you are motivated by a solutions-focused sales environment and find fulfillment in working with clients to resolve incredibly complex cyberthreats.

Our Commitment

Were trailblazers that dream big take risks and challenge cybersecuritys status quo. Its simple: we cant 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

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.

Our Commitment

Were problem solvers that take risks and challenge cybersecuritys status quo. Its simple: we cant 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  .

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.