Senior Business Development Manager – Unit 42

Role Overview

• Your Career Our Unit 42 organization is one that’s dynamic, high energy and highly collaborative. If you have an inner entrepreneurial spirit, comfortable working in fast-paced environments and yearn for hands-on impact then this organization is the right one for you.
• You will centre your role on relationship management to achieve measurable results in increased revenue, market share, and depth within each sales segment.
• Your success in this role will span the creation and execution of unique business plans in your region in partnership with other Palo Alto Networks Core sales organizations and channels.
• Your responsibilities will include finding and generating new customers, growing existing accounts and partnerships. You develop new accounts and/or expand existing accounts within an established geographic territory, industry, product segment or channel.
• Directly drives revenue impact by exceeding bookings goals of assigned partners 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, including channel partner
• 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
• 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 product adoption in target accounts
• Develop relationships with select partners in your region to leverage their account presence and drive new growth and further penetration of Expanse’s solutions in the market
• Maintain accurate and up-to-date account intelligence in SFDC, including regular forecasting of business opportunities to Sales and executive leadership

Requirements

• Experience in Business Development and Sales roles within the cybersecurity industry
• Track record exceeding your sales quota as a Major / Large Account Manager, Regional Sales Manager / Services Sales Manager/Channel Sales or Enterprise seller focused on F1000 accounts in high growth companies
• At least 4 years of experience selling Enterprise Security solutions and services
• SOC security-based products/services (such as Incident Response, Breach Management, Malware/Exploit Prevention, Anti-Virus, White Listing, SIEM, and other techniques) or SAS, Behavior Analytic or Logging tools
• preferably Subscription or SaaS solutions as a direct contributor
• Solutions related to Security Operations / SIEM / SOAR or adjacent solutions focused on Data / ML and automation preferred
• Deep understanding of channel partners and a channel-centric go to market approach in your region
• 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

Tech Stack

• Cyber Security
• SFDC

Benefits

• Our Mission At Palo Alto Networks®, we’re united by a shared mission—to protect our digital way of life.
• We thrive at the intersection of innovation and impact, solving real-world problems with cutting-edge technology and bold thinking.
• Here, everyone has a voice, and every idea counts.
• We believe collaboration thrives in person. That’s why most of our teams work from the office full time, with flexibility when it’s needed.
• Our Commitment We’re trailblazers that dream big, take risks, and challenge cybersecurity’s status quo.
• We are committed to providing reasonable accommodations for all qualified individuals with a disability.