Sr. 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.

FLEXWORK is an employee-centric reimagining of how we work. We built FLEXWORK based on employee feedback – it is about flexibility, trust, and choice whenever possible. It’s been a journey of disruption that has yielded the best of our values. We offer as much flexibility as possible, and choices that enable you to be most productive, including benefits that meet your needs and learning opportunities that you feel passionate about.

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. 

The Senior BDR Manager is responsible for leading and managing a team of BDRs who focus on generating new business opportunities for the Majors and Strategic team at Palo Alto Networks. The ideal candidate will have a proven track record of success in a BDR or sales leadership role, and will be passionate about helping customers secure their digital environments.

We expect office-based employees to be in the office four days per week, with one day working from where they choose. We believe being together facilitates casual conversations and those magic moments where we can work on issues and ideas informally. These moments build capability and deepen trusted relationships and allow our people to feel safe in taking risks and being disruptive. Like so many companies, we are working through the details and things could change …. but in general if a role is deemed office-based we want our teams to be together four days per week.

Your Impact

• Lead and manage a team of BDRs to achieve monthly and quarterly sales goals
• Develop and execute BDR training and development programs
• Coach and mentor BDRs on sales techniques, product knowledge, and customer relationship management
• Partner with marketing and sales to identify and qualify new leads
• Track and analyze sales metrics to identify areas for improvement
• Represent Palo Alto Networks at industry events/conferences and 
• 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
• 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
• Analyze Outreach cadences with an eye towards continual improvement and up-to-date messaging, by buyer persona and by industry

Qualifications

Your Experience

• 3+ years of experience inside sales management or quota carrying sales role
• Proven track record of success in rolling out a new processes 
• Strong sales and marketing acumen
• Excellent communication and presentation skills
• Ability to work independently and as part of a team
• 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
• Hands-on experience with multiple sales techniques (including cold calls)
• Track record of achieving sales quotas
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