Manager, Business Development

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.

Our Approach to Work

We lead with flexibility and choice in all of our people programs. We have disrupted the traditional view that all employees have the same needs and wants. We offer personalization and offer our employees the opportunity to choose what works best for them as often as possible - from your wellbeing support to your growth and development, and beyond!

At Palo Alto Networks, we believe in the power of collaboration and value in-person interactions. This is why our employees generally work from the office three days per week, leaving two days for choice and flexibility to work where you feel most effective. This setup fosters casual conversations, problem-solving, and trusted relationships. While details may evolve, our goal is to create an environment where innovation thrives, with office-based teams coming together three days a week to collaborate and thrive, together!

Job Description

Your Career

Managing a Business Development team is not an easy task. This is the opportunity for those interested in being a part of something bigger than themselves. We are out to fulfill our company mission with the strongest products in the industry. Being a BD Manager  means handling rejection well, but persevering, regardless. It means leading, cold-calling, selling, and pitching our products to people who are under tremendous pressure to secure their digital environments. And it means sticking with it with a level of tenacity defined only by your commitment to seeing a sale through. 

To fit in this role, you are personable, collaborative, and a mentor who instills a learning environment and demonstrates a strong work ethic. You are confident in who you are and able to enjoy the personable interactions that come with a job in sales leadership. Becoming a part of the management team means you will be surrounded by amazing, smart and hardworking peers and that’s a great place to be. 

Your Impact

• You’ll lead a team that arguably has one of the toughest jobs in the building - The Business Development team is the glue between marketing and sales, responsible for carrying the baton from marketing lead to sales opportunity - The primary focus of this team is to consistently and efficiently meet a monthly quota of booking “Sales Qualified Opportunities” for the Account Reps
• Oversee the daily activities and quota performance management of individual BDRs to ensure key performance metrics are met
• Mentor new BDRs with training, including product knowledge, buyer personas, competition, tools training, and plenty of role-plays
• Provide BDRs with a coaching cadence of time management, objection handling, prospecting tactics, and active listening skills
• Strategize with sales and marketing counterparts on pipeline and prospecting initiatives to meet company objectives
• Review and maintain metrics to ensure accurate management reports
• Analyze Outreach cadences with an eye towards continual improvement and up-to-date messaging, by buyer persona and by industry
• Work closely with marketing, and sales to ensure the BDR onboarding program and ongoing training is up-to-date and best-in-class Partner with sales and marketing operations to ensure the BDR team has the best tools to do their job, and that they are configured to ensure BDR efficiency and productivity, especially Salesforce, and Outreach
• Ensure sales accepted opportunities are sourced in accordance with company targets, and that our Account Executives have enough opportunities to work with to be fully productive

Qualifications

Your Experience

• Previous work experience managing successful inbound and outbound BDR teams
• Ability to understand technical concepts, possess enthusiasm for technology and to articulate clearly to all levels of technical aptitude
• Ability to adapt quickly to a fast-paced environment
• Proven work experience as a Business Development Manager, Sales Account Executive or Sales Management Role
• Hands-on experience with multiple sales techniques (including cold calls)
• Track record of achieving sales quotas
• Experience with CRM software (e.g. Salesforce)
• Familiarity with MS Excel and/ or  Google Suite  (analyzing spreadsheets and charts)
• Understanding of sales performan