Business Development, Insurance Channel

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. Our Approach to Work We lead with flexibility and choice in all of our people programs. We have disrupted the traditional view that all employees have the same needs and wants. We offer personalization and offer our employees the opportunity to choose what works best for them as often as possible - from your wellbeing support to your growth and development, and beyond! At Palo Alto Networks, we believe in the power of collaboration and value in-person interactions. This is why our employees generally work from the office three days per week, leaving two days for choice and flexibility to work where you feel most effective. This setup fosters casual conversations, problem-solving, and trusted relationships. While details may evolve, our goal is to create an environment where innovation thrives, with office-based teams coming together three days a week to collaborate and thrive, together! Job Description Your Career The Unit 42 Senior Business Development, Insurance Channel is responsible for growing demand for Unit 42 services from top global insurance carriers. This person will have a strong understanding of the incident response services market landscape, value proposition for clients, go-to-market, as well as how these services are sourced through engagement with insurance partners. Candidates should have a track record of building and nurturing relationships with key decision makers at insurance carriers. Your Impact * Increase number of engagements referred to Unit 42 from insurance carriers and expand presence * Establish new and deepen existing relationships with key stakeholders at insurance carriers * Develop and curate thought leadership relevant to this market to further establish Unit 42 as a market leader * Perform Quarterly Business Reviews and/or cyber threat landscape briefings with partner carriers * Partner with Unit 42 Consulting and Palo Alto Networks go-to-market teams to develop and leverage resources to engage and activate new and existing partners * Develop tailored value propositions and per-partner agreements to support increased activation and demand Qualifications Your Experience * Substantial professional experience in cybersecurity advisory and consultative sales * Experience working with insurance carriers, law firms, and in-house counsel supporting incident response, risk management and digital forensic services engagements. * Understanding and experience working with insurance claims management and panel placements * Established industry relationships with key decision-makers across all levels of partner and prospect insurance carriers * Experience in working collaboratively to represent a portfolio of services to stakeholders within an insurance firm and their clients * Understanding of cybersecurity regulations and the important role lawyers and insurance carriers play in incident response * Highly effective relationship/partner development skills * Demonstrated success in developing and implementing go-to-market strategies, processes, and performance metrics * Proven analytical skills to assess the effectiveness of go-to-market programs and strategies, and the ability to pivot, or double-down to drive greater levels of success * Ability to travel up to 30% Additional Information The Team Unit 42 Consulting is Palo Alto Network's security advisory team. Our vision is to create a more secure digital world by providing the highest quality incident response, and risk management to clients of all sizes. Our team is composed of recognized experts and incident responders with deep technical expertise and experience in investigations, data breach response, digital forensics, and information security. With a highly successful track record of delivering mission-critical cybersecurity solutions, we are experienced in working quickly to provide an effective incident response, attack readiness, and remediation plans with a focus on providing long-term support to improve our clients’ security posture. 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 $158000/yr - $255000/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  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.