Senior Business Development Manager (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 Summary

Your Career

Our Unit 42 organization is one that's dynamic, high energy and highly collaborative. If you have an inner entrepreneurial spirit, comfortable working in fast-paced environments and yearn for hands-on impact then this organization is the right one for you.

You will centre your role on relationship management to achieve measurable results in increased revenue, market share, and depth within each sales segment. Your success in this role 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. Your responsibilities will include finding and generating new customers, growing existing accounts and partnerships. You develop new accounts and/or expand existing accounts within an established geographic territory, industry, product segment or channel.

Your Impact

• Directly drives revenue impact by exceeding bookings goals of assigned partners and new initiatives
• Identify, create, and implement a comprehensive account strategy to develop new business and drive expansion growth with enterprise customers across your territory, including channel partner
• Scope, 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-makers
• Apply your knowledge of the cybersecurity industry, market landscape, technology, product, and processes to educate prospective and current customers on the business value of Unit 42's offering and services
• Collaborate cross-functionally with key internal stakeholders (Field Sales, Marketing, Sales Operations, Product Management, Engineering, Pre/Post Sales, and Finance) to drive product adoption in target accounts
• Develop relationships with select partners in your region to leverage their account presence and drive new growth and further penetration of Expanse's solutions in the market
• Maintain accurate and up-to-date account intelligence in SFDC, including regular forecasting of business opportunities to Sales and executive leadership

• Experience in Business Development and Sales roles within the cybersecurity industry
• Track record exceeding your sales quota as a Major / Large Account Manager, Regional Sales Manager / Services Sales Manager/Channel Sales or Enterprise seller focused on F1000 accounts in high growth companies
• At least 4 years of experience selling Enterprise Security solutions and services - SOC security-based products/services (such as Incident Response, Breach Management, Malware/Exploit Prevention, Anti-Virus, White Listing, SIEM, and other techniques) or SAS, Behavior Analytic or Logging tools - preferably Subscription or SaaS solutions as a direct contributor - Solutions related to Security Operations / SIEM / SOAR or adjacent solutions focused on Data / ML and automation preferred
• Deep understanding of channel partners and a channel-centric go to market approach in your region
• Knowledgeable in MEDDIC and Complex Solution Sales methodology and proven ability to sell complex enterprise software solutions to large and sophisticated enterprises at 6-figure transaction sizes and greater
• In-depth knowledge of how specific industries might leverage security solutions and able to succinctly translate complex technical benefits to solve high leverage business problems - you can effectively articulate and present well in front of technical and executive-level stakeholders
• You have a demonstrated passion for this space and you are excited about the prospect of scaling a new, emerging technology and accustomed to working in a fast-paced environment