Principal 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.
Our vision is a world where each day is safer and more secure than the one before. 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.

Who We Are

We take our mission of protecting the digital way of life seriously. We are relentless in protecting our customers and we believe that the unique ideas of every member of our team contributes to our collective success. Our values were crowdsourced by employees and are brought to life through each of us everyday – from disruptive innovation and collaboration, to execution. From showing up for each other with integrity to creating an environment where we all feel included.

As a member of our team, you will be shaping the future of cybersecurity. We work fast, value ongoing learning, and we respect each employee as a unique individual. Knowing we all have different needs, our development and personal wellbeing programs are designed to give you choice in how you are supported. This includes our FLEXBenefits wellbeing spending account with over 1,000 eligible items selected by employees, our mental and financial health resources, and our personalized learning opportunities – just to name a few!

At Palo Alto Networks, we believe in the power of collaboration and value in-person interactions. This is why our employees generally work full time from our office with flexibility offered where needed. This setup fosters casual conversations, problem-solving, and trusted relationships. Our goal is to create an environment where we all win with precision.

About Unit 42 Consulting

Unit 42 Consulting is Palo Alto Networks’ elite security advisory team. Our vision is to create a more secure digital world by delivering the highest quality incident response, risk management, and digital forensic services to clients of all sizes. Our team comprises highly recognized experts and incident responders with deep technical expertise and extensive experience in investigations, data breach response, digital forensics, and information security. With a proven track record of delivering mission-critical cybersecurity solutions, we work swiftly to provide effective incident response, attack readiness, and remediation plans, focusing on long-term support to enhance our clients’ security posture.

Job Description

Your Career

Unit 42 is a dynamic, energetic, and highly collaborative organization within Palo Alto Networks. If you possess an entrepreneurial spirit, thrive in fast-paced environments, and are driven by the desire for hands-on impact, then this is the perfect opportunity for you.

This role centers on strategic relationship management to achieve measurable results in increased revenue, market share, and deeper penetration within each sales segment. As a pivotal “first person on the ground,” your success will involve creating and executing unique business plans in assigned regions, collaborating closely with other Palo Alto Networks Core sales organizations and channels. You will be responsible for identifying and generating new customers while also expanding existing accounts and partnerships.

Your Impact

As a Principal Business Development Manager, you will directly drive revenue impact by exceeding bookings goals for assigned customers and new initiatives. Your key responsibilities will include:

• Strategize and Grow: Identify, create, and implement comprehensive account strategies to develop new business and drive expansion growth with enterprise customers across your territory.

• Negotiate and Close: Scope, negotiate, and close complex enterprise contracts to consistently exceed all bookings and revenue targets.

• Executive Engagement: Establish access and cultivate positive business relationships with key executives and senior-level decision-makers (typically CISO, CSO, and CIO).

• Educate and Influence: Apply your deep knowledge of the cybersecurity industry, market landscape, technology, products, and processes to educate prospective and current customers on the compelling business value of Unit 42’s offerings and services.

• Cross-Functional Collaboration: Collaborate seamlessly with key internal stakeholders (Field Sales, Marketing, Sales Operations, Product Management, Engineering, Pre/Post Sales, and Finance) to accelerate services adoption in target accounts.

• Partner Leverage: Develop strategic relationships with selected partners in your region to leverage their account presence, drive new growth, and further penetrate the market.

Forecast and Report: Maintain accurate and up-to-date account intelligence in SFDC, including regular and precise forecasting of business opportunities to Sales and executive leadership.

Qualifications

Your Experience

We are looking for an accomplished professional with:

• Proven Sales Leadership: Extensive experience in Business Development and Sales roles within the cybersecurity industry.

• Quota Achievement: A consistent track record of exceeding sales quotas as a Major/Large Account Manager, Regional Sales Manager, or Enterprise Seller focused on F1000 accounts within high-growth companies.

• Deep Security Expertise: At least 10 years of experience selling complex Security solutions or services, including:

  • Offensive Security Services

  • Incident Response Retainers

  • Risk Management Services

  • SOC Assessment Services

  • Threat Intelligence Services

• Channel Mastery: A profound understanding of channel partners and a channel-centric go-to-market approach in your region is essential.

• Advanced Sales Acumen: Expert knowledge of MEDDIC and Complex Solution Sales methodology, with a proven ability to sell intricate enterprise software solutions to large and sophisticated enterprises, consistently closing 6-figure transactions and greater.

• Industry & Technical Fluency: In-depth knowledge of how specific industries leverage security solutions. You can succinctly translate complex technical benefits into solutions for high-leverage business problems and effectively articulate and present to both technical and executive-level stakeholders.

• Passion & Agility: A demonstrated passion for the cybersecurity space, excitement about scaling new, emerging technology, and comfort working in a fast-paced environment.

• Language Proficiency: Fluent in English

We are inviting applicants from KSA, SPAIN, FRANCE, GERMANY and UK

Additional Information

The Team

Our sales team members work hand-in-hand with large organizations worldwide to keep their digital environments protected. We educate, inspire, and empower our potential clients on their journey to enhanced security.

As part of our sales team, you’re empowered with unmatched systems and tools, constantly updated research and sales libraries, and a team built on joint success. You’ll find everyone at Palo Alto Networks is committed to your success – with a collaborative spirit when it comes to solutions selling, learning, and development. You are motivated by a solutions-focused sales environment and find fulfillment in working with clients to resolve incredibly complex cyber threats.

Our Commitment
We’re problem solvers that take risks and challenge cybersecurity’s status quo. It’s simple: we can’t accomplish our mission without diverse teams innovating, 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 accommodations@paloaltonetworks.com.

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.

All your information will be kept confidential according to EEO guidelines.