Principal Business Development Manager, Unit 42

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 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!

At Palo Alto Networks, we believe in the power of collaboration and value in-person interactions. This is why our employees generally work full time from our office with flexibility offered where needed. This setup fosters casual conversations, problem-solving, and trusted relationships. Our goal is to create an environment where we all win with precision.

About Unit 42 Consulting

Unit 42 Consulting is Palo Alto Networks' elite security advisory team. Our vision is to create a more secure digital world by delivering the highest quality incident response, risk management, and digital forensic services to clients of all sizes. Our team comprises highly recognized experts and incident responders with deep technical expertise and extensive experience in investigations, data breach response, digital forensics, and information security. With a proven track record of delivering mission-critical cybersecurity solutions, we work swiftly to provide effective incident response, attack readiness, and remediation plans, focusing on long-term support to enhance our clients’ security posture.

Job Description

Your Career

Unit 42 is a dynamic, energetic, and highly collaborative organization within Palo Alto Networks. If you possess an entrepreneurial spirit, thrive in fast-paced environments, and are driven by the desire for hands-on impact, then this is the perfect opportunity for you. This role centers on strategic relationship management to achieve measurable results in increased revenue, market share, and deeper penetration within each sales segment. As a pivotal "first person on the ground," your success will involve creating and executing unique business plans in assigned regions, collaborating closely with other Palo Alto Networks Core sales organizations and channels. You will be responsible for identifying and generating new customers while also expanding existing accounts and partnerships.

Your Impact

As a Principal Business Development Manager for Unit 42, you'll be the strategic spearhead responsible for significantly expanding our consulting services across your assigned territory. Your primary mission is to drive substantial revenue growth and deepen market penetration by:

• Pioneering New Business & Strategic Growth: Proactively identify, generate, and qualify new opportunities, developing and executing comprehensive account and regional strategies in collaboration with leadership to exceed bookings goals for Unit 42. You'll act as the crucial "first person on the ground," building new pipelines and expanding existing customer relationships.
• Empowering Core Sales Teams: Serve as a trusted expert and strategic partner to Palo Alto Networks Core sales organizations and channels. You'll lead high-level Unit 42-specific conversations, assist in identifying potential customers, and provide deep cybersecurity and services expertise to accelerate services adoption throughout the sales cycle.
• Negotiating & Closing Complex Engagements: Scope, negotiate, and close sophisticated enterprise contracts, consistently exceeding all bookings and revenue targets for Unit 42 consulting services.
• Building Executive Relationships & Market Presence: Establish and cultivate strong relationships with C-level executives and senior decision-makers (CISO, CSO, CIO), educating them on the compelling business value of Unit 42's offerings. Your efforts will directly contribute to increasing Unit 42's market share and strengthening our brand identity as the elite security advisory team.
• Cross-Functional & Partner Collaboration: Collaborate seamlessly with internal stakeholders (Field Sales, Marketing, Sales Operations, etc.) and leverage strategic regional partners to maximize growth, expand reach, and ensure flawless execution.
• Strategic Forecasting & Reporting: Maintain precise account intelligence and provide accurate forecasts of business opportunities in SFDC to inform strategic decisions for sales and executive leadership.

Qualifications

Your Experience

We are seeking a highly accomplished and results-oriented professional with:

• Strategic Sales Leadership: 10+ years of extensive and progressive experience in Business Development and Sales leadership roles within the cybersecurity industry, demonstrating the ability to shape and execute go-to-market strategies.
• Exceptional Quota Attainment: A consistent and demonstrable track record of significantly exceeding multi-million dollar sales quotas as a Major/Large Account Manager, Regional Sales Manager, or Enterprise Seller, with a strong focus on F1000 accounts within high-growth, dynamic environments.
• Deep Cybersecurity Domain Mastery: At least 10 years of experience selling complex Security solutions or services, including a profound understanding and proven success in:
• Offensive Security Services
• Incident Response Retainers
• Risk Management Services
• SOC Assessment Services
• Threat Intelligence Services
• Channel Ecosystem Acumen: A profound understanding of global channel partners and a proven ability to strategically leverage a channel-centric go-to-market approach to drive substantial growth in your assigned region.
• Advanced Solution Sales Expertise: Mastery of MEDDIC (or similar rigorous sales methodologies) and Complex Solution Sales, with a demonstrated ability to architect and close intricate enterprise software and services solutions with large, sophisticated enterprises, consistently achieving 6-figure transactions and greater.
• Industry & Executive Fluency: In-depth knowledge of how specific industries leverage security solutions. You possess the executive presence and communication skills to succinctly translate complex technical benefits into high-leleverage business outcomes, effectively articulating and presenting to both technical and C-suite stakeholders.
• Entrepreneurial Drive & Agility: A demonstrated passion for the cybersecurity space, a proactive and entrepreneurial mindset towards scaling new, emerging technology offerings, and exceptional comfort thriving in a fast-paced, evolving environment.
• Global Communication: Fluent in English, with additional regional language proficiency (e.g., Arabic, Spanish, French, German) a significant plus.

Additional Information

The Team

Our sales team members work hand-in-hand with large organizations worldwide to keep their digital environments protected. We educate, inspire, and empower our potential clients on their journey to enhanced security. As part of our sales team, you're empowered with unmatched systems and tools, constantly updated research and sales libraries, and a team built on joint success. You'll find everyone at Palo Alto Networks is committed to your success – with a collaborative spirit when it comes to solutions selling, learning, and development. You are motivated by a solutions-focused sales environment and find fulfillment in working with clients to resolve incredibly complex cyber threats.

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.