BDM/CSM - Unit 42

Our Mission

At Palo Alto Networks®, we're united by a shared mission-to protect our digital way of life. We thrive at the intersection of innovation and impact, solving real-world problems with cutting-edge technology and bold thinking. Here, everyone has a voice, and every idea counts. If you're ready to do the most meaningful work of your career alongside people who are just as passionate as you are, you're in the right place.

Who We Are

In order to be the cybersecurity partner of choice, we must trailblaze the path and shape the future of our industry. This is something our employees work at each day and is defined by our values: Disruption, Collaboration, Execution, Integrity, and Inclusion. We weave AI into the fabric of everything we do and use it to augment the impact every individual can have. If you are passionate about solving real-world problems and ideating beside the best and the brightest, we invite you to join us!

We believe collaboration thrives in person. That's why most of our teams work from the office full time, with flexibility when it's needed. This model supports real-time problem-solving, stronger relationships, and the kind of precision that drives great outcomes.

Job Description

Your CareerYour role will centre on relationship management to achieve measurable results in increased revenue, market share, and depth within each sales segment. Your success will span the creation and execution of unique business plans in your region, in partnership with other Palo Alto Networks core sales organizations and channels.Business Development: Directly drive revenue by exceeding bookings goals for assigned partners and new initiativesFind and generate new customers, while also growing existing accounts and partnerships.Identify, create, and implement a comprehensive account strategy to develop new business and drive expansion growth with enterprise customers across your territoryScope, negotiate, and close enterprise contracts to exceed all bookings and revenue targets.Establish access and create positive business relationships with key executives and senior-level decision-makersDevelop new accounts and/or expand existing accounts within the regionApply your knowledge of the cybersecurity industry, market landscape, technology, and products to educate prospective and current customers on the business value of Unit 42's offerings and services.Develop relationships with select partners in your region to leverage their account presence and drive new growth and further penetration of Expanse's solutionsMaintain accurate and up-to-date account intelligence in SFDC, including regular forecasting of business opportunities to Sales and executive leadershipProactively identify up-sell opportunities and grow revenueCapture and nurture CISO and executive relationships to influence recurring strategic spend and product pull throughCustomer Success: Ensure customers are maximizing their return on investment by owning the customer's on-boarding, adoption, satisfaction, and advocacy across a portfolio of customers.Provide high-touch/white-glove customer outreach immediately post-close to shepherd customers through the on-boarding processDrive adoption by ensuring customers apply their purchased offering hours in a timely manner.Serve as the first line of defense in solving customer support requests, and coordinate and prioritize timely resolutions with consulting teamsDevelop a trusted advisor relationship with customer stakeholders, executive sponsors, and partners to drive cybersecurity solution adoption and ensure they are leveraging the solution to achieve full business valueEnsure continual communication with customers regarding Unit 42 messaging, current offerings, and eventsServe as a customer advocate in influencing the service and product roadmap.Manage performance metrics such as CSAT, renewal rate, up-sell/cross-sell lead identification, and adoption

Qualifications (Additional Job Description)

Your Experience Experience in Business Development and Sales roles within the cybersecurity industryExperience in Customer Success with an understanding of the customer journeyA track record of exceeding sales quotas as a Major/Large Account Manager, Regional Sales Manager/Channel Sales, or Enterprise seller focused on F1000 accounts in high-growth companiesExperience selling Enterprise Security solutions. This includes SOC security-based products or services, such as Incident Response, Breach Management, Malware/Exploit Prevention, and SIEM. Experience with Subscription or SaaS solutions as a direct contributor is preferredDeep understanding of channel partners and a channel-centric go-to-market approach in your region.In-depth knowledge of how specific industries might leverage security solutions and the ability to succinctly translate complex technical benefits to solve high-leverage business problemsProven track record of managing customer escalations, balancing customer expectations, and negotiating successful resolutionsAbility to work in a fast-paced environment and multi-taskWillingness to work flexibly as needed and be flexible for travel