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Senior Business Development Manager
2 months ago
We are seeking a highly skilled and experienced Senior Business Development Manager to join our team at Palo Alto Networks, Inc. as a Strategic Alliance Partner. This role will be responsible for driving our Network Security revenue and pipeline through strategic alliance partnerships, VAR ecosystems, and direct sales teams in JAPAC.
Key Responsibilities- Develop and execute Go-To-Market (GTM) approaches to accelerate software firewall revenue in existing and new logo target accounts, cloud service providers, and partners.
- Interlock with the field sales team to develop strong working relationships with sales leaders and account teams to support sales strategies for software firewalls.
- Build and maintain strong cross-functional relationships with sales leaders, product management, and marketing functions while serving as a liaison and feedback mechanism from the field back into product management, marketing & other key software firewalls NetSec internal business partners.
- Work with sales to align our sales resources and assist in closing opportunities.
- Collaborate with all marketing functions to appropriately scope and organize product/partnership launches and lead generation activities, ensuring alignment with overall product positioning and messaging.
- Enable training of alliance partners, sales teams, and reseller partners to identify and close opportunities.
- Drive strategic, customer-facing engagements that require creative and complex solutions.
- Identify common use cases, develop and share selling strategies directed at specific market segments (examples - Cloud Transformation, Gen AI, Zero Trust).
- Ensure sales alignment in developing and delivering content for executive briefings, roadshows, and events.
- 5+ years of professional sales experience with hardware/software solutions coupled with a strong emphasis on security, and/or 5+ years of experience in a business development or strategy role supporting sales teams focused on the security portfolio is preferred.
- 10+ years of overall Go-To-Market (GTM) sales experience preferred.
- Demonstrated ability to work cross-functionally with multiple organizations and field sellers (Global experience).
- Strong executive relationship building, listening, influencing, communication, and facilitation skills - leadership experience preferred.
- Experience in risk management for large transitions preferred.
- Experience working in (or closely with) channel partners preferred.
- Experience in a business that transitioned from hardware (perpetual) to software (subscription) preferred.
We're a problem-solving company that takes risks and challenges cybersecurity's status quo. We believe in the power of collaboration and value in-person interactions. Our goal is to create an environment where we all win with precision.
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.
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.
