Sr. Business Development Manager, Network Security

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 personalization 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 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!

Job Description

Your Career 

The Sr. Business Development Manager, Network Security (NetSec) will drive our NetSec revenue and pipeline via our strategic alliance partnerships, VAR ecosystems and direct sales teams in the Americas. Working in conjunction with sales, channel sales, product management and marketing, you will develop and execute plans that drive growth of our NetSec products and increase brand recognition in the market.  Depending on the initiative, plans may include direct/indirect sales, sales training and/or marketing initiatives.  While not a direct sales position, this is a highly consultative and visionary role which will influence the strategy and direction of our customers and account teams.

 Your Impact 

• Develop Go-To-Market (GTM) approaches to accelerate revenue in strategic accounts and partners globally
• Interlock with the field sales team to develop strong working relationships with sales leaders and account teams to support sales strategies for NetSec
• Build and maintain strong cross-functional relationships with sales leaders, product management and marketing functions while serving as a liaison and feedback mechanism from the field back into product management, marketing & other key NetSec internal business partners
• Work with sales to align our sales resources and assist in closing opportunities
• Collaborate with all marketing functions to appropriately scope and organize product/partnership launches and lead generation activities, ensuring alignment with overall product positioning and messaging
• Target and recruit new partnerships and alliances in new market segments
• Enable training of alliance partners, sales teams and reseller partners to identify and close opportunities
• Drive strategic, customer-facing engagements that require creative and complex solutions
• Identify common uses cases, develop and share selling strategies directed at specific market segments (examples - 5G, IOT, Zero Trust)
• Ensure sales alignment in developing and delivering content for executive briefings, roadshows and events

Qualifications

 Your Experience 

• 5+ years of professional sales experience with hardware/software solutions coupled with a strong emphasis on security, and/or 5+ years of experience in a business development or strategy role supporting sales teams focused on the security portfolio is preferred
• 10+ years of overall Go-To-Market (GTM) sales experience preferred
• Demonstrated ability to work cross-functionally with multiple organizations and field sellers (Global experience)
• Strong executive relationship building, listening, influencing, communication and facilitation skills - leadership experience highly preferred
• Experience in risk management for large transitions preferred
• Experience working in (or closely with) channel partners preferred
• Experience in a business that transitioned from hardware (perpetual) to software (subscription) preferred

Additional Information

The Team

We work hand in hand with organizations around the world as they move to a more secure environment. As part of the Business Development team, you find and create opportunities, forming relationships with organizations seeking a trusted partner.  You are empowered with unmatched systems and tools, including constantly updated research and sales libraries and a team built on joint success. You won’t find someone at Palo Alto Networks who isn’t committed to your success — everyone pitches in to assist when it comes to solutions selling, learning, and development.

Our Commitment

We’re trailblazers that dream big, take risks, and challenge cybersecurity’s status quo. It’s simple: we can’t accomplish our mission without diverse teams innovating, together.

We are committed to providing reasonable accommodations for all qualified individuals