Business Development Manager

Business Development Manager - Ecosystems (Unit 42) 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 believe collaboration thrives in person. That's why most of our teams work from the office full time, with flexibility when it's needed. This model supports real-time problem-solving, stronger relationships, and the kind of precision that drives great outcomes. Job Description Our Unit 42 organization is one that's dynamic, high energy, and highly collaborative. If you have an inner entrepreneurial spirit, are comfortable working in fast-paced environments, and yearn for hands‑on impact, this organization is right for you. You will center 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 include finding and generating new customers, growing existing accounts and partnerships, and developing new accounts and / or expanding existing accounts within an established geographic territory, industry, product segment or channel. Your Impact 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 consulting 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 (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 Unit 42 services 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 Unit 42 incident response and proactive services in the market. Maintain accurate and up‑to‑date account intelligence in SFDC, including regular forecasting of business opportunities to Sales and executive leadership. Qualifications Experience in Business Development and Sales roles within the cybersecurity consulting industry. Track record exceeding your sales quota as a Major / Large Account Manager, Regional Sales Manager / Enterprise seller focused on F accounts in high growth companies At least 7 years of experience selling cybersecurity consulting services (preferred), or Enterprise Security solutions: 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 cybersecurity consulting services and 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 helping organisations address their cyber security challenges and you are excited about the prospect of scaling a fast growing consulting services team and accustomed to working in a fast‑paced environment. 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 . All your information will be kept confidential according to EEO guidelines. 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. #J-18808-Ljbffr