Director, Business Development

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!

Your Career

The Sales Business Development leader will be responsible for strategy and partnership development globally. This role will require ability to cultivate strategic relationships with partners globally, identify new revenue opportunities, and ensure successful outcomes including technical integration, enablement, and go-to-market execution. By combining a strong understanding of cybersecurity with exceptional business and partner management skills, you will help accelerate revenue for partners and Palo Alto Networks. 

Your Impact

Strategy:

• Works cross-functionally to develop new strategies to drive revenue together
• Owns development of new GTM strategy, supports MD-owned business plan and driving Cross-Ecosystem initiatives
• Owns Partner Plan - including business case and justification for investments
• Supports VP/GM Partner Manager (if role exists) on projects and key initiatives
• Ensures partner stakeholders exist that support plan across executive, sales, product, support and operations teams
• Develops and maintains strategic and executive relationships with assigned GSI partner

Offer Development:

• Able to work with offer development and security architect teams to customize adoption of Palo’s pre-built offerings and programs with GSI
• Provide oversight and executive sponsorship as projects move through service creation, channel and GTM teams
• Owns NPI Launch program for offers from a business perspective - is able to partner with SA/Technical lead and Offer development team closely on end to end launch programs with GSI

Partnership Management:

• Works with Ops to report weekly numbers, attainment to targets by region and has overall understanding of the business, focus regions and execution of the business plan
• Manages weekly pipeline review and ensures pipeline supports global targets
• Project manages all global workstreams with cross-functional teams including: BD Sales, Offer Development, Marketing, Finance, GTM Sales, etc to ensure priorities and alignment on global plan and track execution by owner
• Regularly meets with GTM stakeholders to track progress and ensure feedback loop.
• Owns global budget for partner and finance collaboration (including proof of performance processes). Works with GTM and ensures global view and alignment with Finance team on quarterly budgets (Tierra/Amanda)
• Owns contracts globally and tracking new agreements working closely with legal team
• Leads quarterly pipeline and bookings reviews with stakeholders, setting clear targets for new customer acquisition, competitive displacements, and expansion opportunities
• Owns meeting cadence plan across teams globally and identifies and addresses gaps regularly to ensure business scale
• Partners with GM / MD on execution of EBCs and monthly, quarterly meetings

Marketing & GTM:

• Together with Marketing: owns content development for "GTM sales kit" that includes: comprehensive training, tools, and resources to effectively sell, deploy, and support offering for both internal Palo Alto Networks sales and partner facing sellers
• Drives Marketing teams from partner to develop joint marketing campaigns and programs that lead to net-new lead generation, brand awareness, and pipeline growth
• Ensures role-based content library is available and posted for new offerings
• Reporting: provides weekly reporting: WAR, MD/GM, GTM and cross-functional team
• Able to collaborate with GTM teams and engage in new offer launch plans, close first few deals together and initiate a clean hand-off to scale and grow pipeline. White-glove first "set" of deals with GTM teams to ensure proper hand-off/scale
• Escalation point to GTM field teams for financial business strategy for strategic deals support

Your Experience 

• Preferred current or former employee of Palo Alto Networks
• Must have experience selling into global accounts
• Must have experience working in fast-paced, matrix corporation and deep understanding of Global Systems Integrator business models
• Proven experience in a senior sales/ channel role with global responsibility
• Deep understanding of SOC operations
• Demonstrated success in driving revenue, managing pipeline, and fostering strategic GSI relationships
• Strong presentation, negotiation, and relationship-building skills, capable of engaging executives and technical teams
• Program and project management skills and ability to manage people reporting into other organizations to desired outcomes

The Team

As part of our Global Ecosystems Solutions Management team, you’ll support the partner and sales team with technical expertise and guidance when establishing trust with key partners. You won’t find someone at Palo Alto Networks that isn’t committed to your success – with everyone pitching in to assist when it comes to solutions selling, learning, and development. As a member of our Services-Led team, you are driven by a partner services sales environment and find fulfillment in working with partners to resolve incredible complex cyberthreats.

Compensation Disclosure

The compensation offered for this position will depend on qualifications, experience, and work location. 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 $194000/YR - $265500/YR. The offered compensation may also include restricted stock units and a bonus. A description of our employee benefits may be found here.

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  [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.

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

Is role eligible for Immigration Sponsorship? No. Please note that we will not sponsor applicants for work visas for this position.