Business Development Manager, Insurance Channel

Summary

Join Palo Alto Networks' Unit 42 team as a Senior Business Development professional focused on the insurance channel. You will be responsible for expanding Unit 42's presence and increasing engagements with top global insurance carriers. This role requires substantial experience in cybersecurity advisory and consultative sales within the insurance industry, along with strong relationship-building skills. The position is full-time and remote, offering the opportunity to develop and implement go-to-market strategies and build key relationships with decision-makers at insurance carriers. You will collaborate with internal teams to develop tailored value propositions and leverage resources to activate new and existing partners. Success in this role will involve increasing the number of engagements referred to Unit 42 and establishing Unit 42 as a market leader.

Requirements

• Substantial professional experience in cybersecurity advisory and consultative sales
• Experience working with insurance carriers, law firms, and in-house counsel supporting incident response, risk management and digital forensic services engagements
• Understanding and experience working with insurance claims management and panel placements
• Established industry relationships with key decision-makers across all levels of partner and prospect insurance carriers
• Experience in working collaboratively to represent a portfolio of services to stakeholders within an insurance firm and their clients
• Understanding of cybersecurity regulations and the important role lawyers and insurance carriers play in incident response
• Highly effective relationship/partner development skills
• Demonstrated success in developing and implementing go-to-market strategies, processes, and performance metrics
• Proven analytical skills to assess the effectiveness of go-to-market programs and strategies, and the ability to pivot, or double-down to drive greater levels of success
• Ability to travel up to 30%

Responsibilities

• Increase number of engagements referred to Unit 42 from insurance carriers and expand presence
• Establish new and deepen existing relationships with key stakeholders at insurance carriers
• Develop and curate thought leadership relevant to this market to further establish Unit 42 as a market leader
• Perform Quarterly Business Reviews and/or cyber threat landscape briefings with partner carriers
• Partner with Unit 42 Consulting and Palo Alto Networks go-to-market teams to develop and leverage resources to engage and activate new and existing partners
• Develop tailored value propositions and per-partner agreements to support increased activation and demand

Benefits

• The position is full-time and can be remote
• For candidates who receive an offer at the posted level, the starting base salary (for non-sales roles) or base salary + commission target (for sales/commissioned roles) is expected to be between $158000 - $255000
• The offered compensation may also include restricted stock units and a bonus