Business Development Manager, NetSec - India Ecosystems

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.

• Develop and execute enablement and sales plays which drive the partner relationship including sales and pipeline development, executive interlocks, business development, enablement and partner marketing
• Drive joint sales pursuit activities pursuant to the successful attainment against a given sales target, working with the Palo Alto Networks sales & partner organisations
• Evangelise the joint value proposition and service offerings with partners, leading the charge on account targeting and orchestrate meetings to create new joint pipeline and drive business to close
• Develop comprehensive plans to assure the partner is well positioned to deliver successful customer outcomes
• Support the recruitment, onboarding, and activation of channel partners via our authorized distributors.
• Collaborate with sales, marketing, and technical teams to drive partner enablement and execution excellence.
• Develop and maintain strong relationships with distributors, VARs, MSSPs, GSIs, and strategic alliance partners.
• Identify growth opportunities within the partner landscape and execute plans to increase partner productivity and market coverage.
• Promote and support regional partner programs, incentives, campaigns, and sales motions.
• Track performance metrics, pipeline contribution, and program adoption across partner segments.
• Conduct regular business reviews with key partners to ensure alignment on business priorities and growth objectives.
• Provide market feedback and insights on competitive trends, cybersecurity landscape evolution, and partner ecosystem dynamics.

• 5+ years in sales management, channel management or business development role within the enterprise software industry (cybersecurity preferred)
• Previous experience working with channel partners (GSI, SI, VARs, MSP, MSSP) is a must
• Excellent instincts and shown ability to interface at a senior leadership to individual contributor level with ease
• Adept at moving quickly between low-level execution and high-level critical thinking and organisation
• Outstanding relationship building skills across internal and partner shareholders
• Successful track record of exceeding performance objectives in a fast paced, virtual team environment
• A technical background or foundation is an advantage. Understanding of cybersecurity technologies such as: Network Security, SASE, Zero Trust, Cloud Security, Enterprise Browser or Secure Access technologies