Sr. Business Development Manager, NetSec

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Job description

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

We need a person who thrives in a fast and collaborative environment and has a proven track record as a strategic doer and organizer; someone who can strategize and execute on tight deadlines and limited resources. You will work on a broad set of initiatives ranging from market opportunity, product launch, competitive landscape, and go-to-market planning for our industry-leading products in the Cybersecurity space.

The Senior Business Development Manager, NetSec primary responsibilities will be to drive NetSec (Hardware Firewalls, Software Firewalls, 5g technology) revenue and pipeline with and through our strategic alliance partnerships, VAR Ecosystem enablement MSSP's and direct sales teams globally. Working in conjunction with Sales, channel sales, and marketing, to develop and execute a plan that will drive growth of our products and increase brand.

Your Impact

• Develop GTM approaches to accelerate revenue in strategic markets and partners globally
• Interlock with the field sales team to develop strong working relationships with Sales Leaders, Channel Partners and System Integrators to support sales strategies for NetSec solutions - Work with sales to align our sales resources and assist in developing and executing sales plays
• Build and maintain strong cross-functional relationships with Sales Leaders, Product Management, Engineering, Ecosystem Leaders and Marketing functions - Act as a liaison and feedback mechanism from the field back into Product Management, Marketing & other key NetSec internal business partners
• Target, recruit, & nurture new partnerships and alliances in new market segments - Training of alliance partners, sales teams, 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, develop and deliver content for executive briefings, roadshows and events

Qualifications

Your Experience

• 5-10 years Professional Selling, Software & Hardware Solutions with a strong emphasis on Security or 5-10 years of experience in a Business Development or Strategy role supporting a Sales Team focused on the Security portfolio
• Demonstrated ability to work cross-functionally with multiple organizations and filed sellers (Global Experience Preferred)
• Executive relationship building, listening, influencing, communication, and facilitation skills
• Structured problem solving skills to take complex problems and break them down into components
• Creative, smart thinker who can scale steep learning curves quickly
• Attention to detail and ability to execute against tight timelines
• Leadership experience strongly urged
• Worked in a business that transitioned from Hardware (perpetual) to Software (subscription)
• Experience in risk management for large transitions
• Experience working in or closely with SPs and Channel Partners (highly 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.

Palo Alto Networks is evolving and changing the nature of work to meet the needs of our employees now and in the future through FLEXWORK, our approach to how we 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.

We are committed to providing reasonable accommodations for all qualified individuals with a disability. If you require assistance or accommodation due to a disability or special need, please contact us at [email protected]

Palo Alto Networks is an equal opportunity employer. We celebrate diversity in our workplace, and all qualified applicants will receive consideration for employment without regard to age, ancestry, color, family or medical care leave, gender identity or expression, genetic information, marital status, medical condition, national origin, physical or mental disability, political affiliation, protected veteran status, race, religion, sex (including pregnancy), sexual orientation, or other legally protected characteristics.

Disclosure required by sb19-085 (8-5-20) of the minimum compensation (includes on-target earnings = base + on target incentives for sales roles) for this role to be located in the state of Colorado. If hired in Colorado, this position starts at $151,600/yr. Depending on the position offered, restricted stock units and incentive or bonus pay may be provided as part of this compensation package. Additional benefits may be found here.