Business Development Manager (Education Partnerships)

This role is for a Business Development Manager focusing on Education Partnerships within the ANZ market for Palo Alto Networks. The individual will be responsible for developing and executing strategic growth initiatives, particularly forming 'grassroots' foundations with primary, secondary, and tertiary education institutions. Key activities include proactive recruitment and onboarding of institutions to the Cybersecurity Academy, providing implementation support, managing relationships with academic stakeholders, and monitoring program development and ROI. The role also involves championing localisation of curriculum and marketing materials.

Must Have

• Proactive recruitment and onboarding of TAFEs, Universities, and secondary schools across Australia and New Zealand to the Palo Alto Cybersecurity Academy
• Guiding institutions through the onboarding process
• Ensuring curriculum is successfully integrated into courses
• Providing local support, training, and resources for educators
• Building and maintaining strong, lasting relationships with key stakeholders in the academic community
• Tracking adoption rates, curriculum delivery, and student engagement
• Providing ANZ management with clear metrics on program ROI and impact
• Championing the localisation of curriculum and marketing materials for the ANZ market
• Promoting and expanding on the Cyberfit Nation initiatives already in place in ANZ

Good to Have

• Education experience
• Prior experience in Sales

Perks & Benefits

• Unmatched systems and tools, including constantly updated research and sales libraries
• Team built on joint success
• Commitment to employee success, learning, and development
• Reasonable accommodations for all qualified individuals with a disability
• Equal opportunity employer

Company Description

-------------------

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

---------------

Your Career

We need a person who thrives in a fast and collaborative environment and has a proven track record with strategic program execution.

The Business Development area is responsible for developing and implementing short and long-term business growth and opportunities. Develops strategic market business plans and programs to support sales and education in designated market segments; and develops partnerships. Analyzes market data to identify trends/opportunities; develops strategic direction from market information and creates compelling market analysis presentations. Conducts analysis for joint ventures, collaborative agreements, and licensing opportunities.

You will work on a broad set of GTM initiatives forming a ‘grassroots’ foundation ensuring the next generation of cybersecurity professionals are thinking with a Palo Alto Networks first mentality. This would encompass education programs within the ANZ market - with Primary, Secondary and Tertiary education institutions including the Cybersecurity Academy, Cyberfit Nation and Cyber ACES programs.

Your Impact

• Proactive Recruitment and Onboarding: Actively engage with TAFEs, Universities and secondary schools across Australia and New Zealand to promote the Palo Alto Cybersecurity Academy with recruitment and guide them through the onboarding process.
• Implementation Support and Faculty Enablement: Work directly with institutions that have requested curriculum to ensure it is successfully integrated into their courses. Provide local support, training, and resources for educators.
• Relationship Management: Build and maintain strong, lasting relationships with key stakeholders in the academic community, transforming into true, active partners.
• Program Development, Monitoring and Reporting: Track adoption rates, curriculum delivery, and student engagement to provide ANZ management with clear metrics on program ROI and impact.
• Localisation and Marketing: Champion the localisation of curriculum and marketing materials for the ANZ market. Promote and expand on the Cyberfit Nation initiatives already in place in ANZ.

Qualifications

--------------

Your Experience

• 10+ years experience in Channel Ecosystems, Marketing and/or Strategy.

*

• Bachelor's degree in Business, Marketing, or a related field

*

• Strong organizational skills, self-starter, and ability to quickly identify and resolve inefficiencies across the business.

*

• Deep experience working with program development and implementation ( Education experience viewed favourably)

*

• A mission-driven, team player approach with a desire to make an impact and difference.

*

• Prior experience in Sales is preferred.

*

• Exceptional communication skills and proven ability to create and manage initiatives across numerous cross-functional stakeholders.

*

• Strong understanding of sales processes and methodologies.

Additional Information

----------------------

The Team

We work hand in hand with organizations around the world as they move to a more secure environment. As part of the GTM Shared Services and Ecosystems team, you find and create opportunities, forming relationships with organizations seeking a trusted partner.

You are empowered with unmatched systems and tools, including constantly updated research and sales libraries and a team built on joint success. You won’t find someone at Palo Alto Networks who isn’t committed to your success — everyone pitches in to assist when it comes to solutions selling, learning, and development.

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 accommodations@paloaltonetworks.com.

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.