Sr. Business Development Manager

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.

We have the vision of a world where each day is safer and more secure than the one before. These aren’t easy goals to accomplish – but we’re not here for easy. We’re here for better. 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.

Disruption is at the core of our technology and on our way of work to meet the needs of our employees now and in the future through FLEXWORK, our approach to how we work. We’re changing the nature of work from benefits to learning, location to leadership, we’ve rethought and recreated every aspect of the employee experience at Palo Alto Networks. And because it FLEXes around each individual employee based on their individual choices, employees are empowered to push boundaries and help us all evolve, together.

Job Description

Your Career

You will work on the Palo Alto Networks North American Services Creation team who collaborates with our strategic partners to utilize the Palo Alto Networks market leading security platforms to drive key security and business outcomes for our joint end customers. In this role, you will help these partners to develop joint solutions, support opportunities and drive the adoption of learning paths and certifications. This person can live anywhere in the US.

You will be responsible for driving the product and solutions engagements with our strategic partners developing their services offerings, solutions, support and commercial models to deliver security outcomes based on Palo Alto technologies. These engagements will also include some focus on Federal, State, Local, and Education customers and the partners that serve these customers.

We are seeking someone who is driven and excited for the opportunity to deliver on strategic business initiatives. You will help plan and execute against the goals for solutions development and sales for the business in collaboration with our partners. You will also work closely with the NAM partner sales teams, our field sales, and ecosystem teams to drive adoption of these solutions, manage the lifecycle of the service offerings, and internalize feedback from the teams to catalyze further growth.

Your Impact

Establishment of managed and/or professional services provided by partners leveraging Palo Alto Networks technology. Work efforts for Services Creation include:

• Identification of joint value proposition for strategic partnerships

• Business case strategy & partner alignment/stakeholdering including early establishment of key success metrics (revenue targets, customer counts, product volumes, etc.)

• Establishment and maintenance of contractual relationship between Palo Alto Networks and partner in cooperation from PANW Legal

• Commercial modeling & end-customer pricing consultation; including consideration of monthly/annual billing via Palo Alto Networks Financial Services (PANFS)

• Service description & use case definition; including technology capabilities, support models, runbook/troubleshooting guide authoring 

• Facilitation of lab, demo, & POC environments; including procurement, quote development

• Technical enablement of pre-sales support, delivery, operations, professional services, and/or consulting personnel

• Assistance with capitalization, project management, and advising of best practices

• Continuous lifecycle management and operational enhancements/optimization of service following initial launch

• Capture feedback & ideate around new product initiatives/enhancements

Qualifications

Your Experience

We are looking for someone who possesses a deep understanding of how to successfully develop services within the service provider industry and in a complex environment, with preference given to those with familiarity of US Public Sector markets. Ideally, you are someone who possesses a track record of success working with service providers (SPs) and/or managed security service providers (MSSPs).

• Bachelor’s degree or higher; relevant industry certifications (e.g. CISSP) encouraged 

• 5+ years experience developing and managing service provider ecosystems and  building large-scale businesses with partners; 3+ years in Public Sector including US Federal and/or SLED markets preferred

• Highly-driven individual with an execution focus and a strong sense of urgency with an entrepreneurial and self-motivated mindset

• Cross-functional influence, relationship building, and project ma