Business Development Manager

Summary

Join Unit 42, Palo Alto Networks' security advisory team, as a Business Development and Sales professional. You will be responsible for driving revenue growth by exceeding bookings goals, developing comprehensive account strategies, and closing enterprise contracts. This role requires strong relationship management skills, experience selling security solutions, and a deep understanding of the cybersecurity industry. You will collaborate with internal stakeholders and partners to expand market presence. Success in this role involves exceeding sales quotas and developing new business within assigned territories. The position offers the opportunity to shape the future of cybersecurity within a dynamic and collaborative environment.

Requirements

• Experience in Business Development and Sales roles within the cybersecurity industry
• Track record of exceeding your sales quota as a Major / Large Account Manager, Regional Sales Manager / Enterprise seller focused on F1000 accounts in high growth companies
• At least 7 years of experience selling Security solutions or services: Offensive Security Services, Incident Response Retainers, Risk Management Services, SOC Assessment Services, Threat Intelligence Services
• Deep understanding of channel partners and a channel-centric go to market approach in your region is a must
• 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
• Languages Needed: Spanish, Portuguese, and English

Responsibilities

• Directly drives revenue impact by exceeding bookings goals of assigned Customers 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
• 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 (typically CISO, CSO, and CIO level)
• 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 services adoption in target accounts
• Develop relationships with selected partners in your region to leverage their account presence and drive new growth and further penetration in the market
• Maintain accurate and up-to-date account intelligence in SFDC, including regular forecasting of business opportunities to Sales and executive leadership

Benefits

• FLEXBenefits wellbeing spending account with over 1,000 eligible items selected by employees
• Mental and financial health resources
• Personalized learning opportunities
• FLEXWORK, our approach to how we work