Director, Business Development
Director, Business Development
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Job Description
Your Career
The Sales Business Development leader will be responsible for strategy and partnership development globally. This role will require ability to cultivate strategic relationships with partners globally identify new revenue opportunities and ensure successful outcomes including technical integration enablement and go-to-market execution. By combining a strong understanding of cybersecurity with exceptional business and partner management skills you will help accelerate revenue for partners and Palo Alto Networks.
Your Impact
Strategy:
- Works cross-functionally to develop new strategies to drive revenue together
- Owns development of new GTM strategy supports MD-owned business plan and driving Cross-Ecosystem initiatives
- Owns Partner Plan - including business case and justification for investments
- Supports VP/GM Partner Manager (if role exists) on projects and key initiatives
- Ensures partner stakeholders exist that support plan across executive sales product support and operations teams
- Develops and maintains strategic and executive relationships with assigned GSI partner
Offer Development:
- Able to work with offer development and security architect teams to customize adoption of Palos pre-built offerings and programs with GSI
- Provide oversight and executive sponsorship as projects move through service creation channel and GTM teams
- Owns NPI Launch program for offers from a business perspective - is able to partner with SA/Technical lead and Offer development team closely on end to end launch programs with GSI
Partnership Management:
- Works with Ops to report weekly numbers attainment to targets by region and has overall understanding of the business focus regions and execution of the business plan
- Manages weekly pipeline review and ensures pipeline supports global targets
- Project manages all global workstreams with cross-functional teams including: BD Sales Offer Development Marketing Finance GTM Sales etc to ensure priorities and alignment on global plan and track execution by owner
- Regularly meets with GTM stakeholders to track progress and ensure feedback loop.
- Owns global budget for partner and finance collaboration (including proof of performance processes). Works with GTM and ensures global view and alignment with Finance team on quarterly budgets (Tierra/Amanda)
- Owns contracts globally and tracking new agreements working closely with legal team
- Leads quarterly pipeline and bookings reviews with stakeholders setting clear targets for new customer acquisition competitive displacements and expansion opportunities
- Owns meeting cadence plan across teams globally and identifies and addresses gaps regularly to ensure business scale
- Partners with GM / MD on execution of EBCs and monthly quarterly meetings
Marketing & GTM:
- Together with Marketing: owns content development for GTM sales kit that includes: comprehensive training tools and resources to effectively sell deploy and support offering for both internal Palo Alto Networks sales and partner facing sellers
- Drives Marketing teams from partner to develop joint marketing campaigns and programs that lead to net-new lead generation brand awareness and pipeline growth
- Ensures role-based content library is available and posted for new offerings
- Reporting: provides weekly reporting: WAR MD/GM GTM and cross-functional team
- Able to collaborate with GTM teams and engage in new offer launch plans close first few deals together and initiate a clean hand-off to scale and grow pipeline. White-glove first set of deals with GTM teams to ensure proper hand-off/scale
- Escalation point to GTM field teams for financial business strategy for strategic deals support
Qualifications :
Your Experience
- Preferred current or former employee of Palo Alto Networks
- Must have experience selling into global accounts
- Must have experience working in fast-paced matrix corporation and deep understanding of Global Systems Integrator business models
- Proven experience in a senior sales/ channel role with global responsibility
- Deep understanding of SOC operations
- Demonstrated success in driving revenue managing pipeline and fostering strategic GSI relationships
- Strong presentation negotiation and relationship-building skills capable of engaging executives and technical teams
- Program and project management skills and ability to manage people reporting into other organizations to desired outcomes
Additional Information :
The Team
As part of our Global Ecosystems Solutions Management team youll support the partner and sales team with technical expertise and guidance when establishing trust with key partners. You wont find someone at Palo Alto Networks that isnt committed to your success with everyone pitching in to assist when it comes to solutions selling learning and development. As a member of our Services-Led team you are driven by a partner services sales environment and find fulfillment in working with partners to resolve incredible complex cyberthreats.
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 $194000/YR - $265500/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
Were problem solvers that take risks and challenge cybersecuritys status quo. Its simple: we cant 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 .
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.
Is role eligible for Immigration Sponsorship No. Please note that we will not sponsor applicants for work visas for this position.
Remote Work :
Yes
Employment Type :
Full-time
Employment Type
Remote
