Business Development/Customer Success Manager - Unit 42

Your Career

Your role will centre on relationship management to achieve measurable results in increased revenue market share and depth within each sales segment. Your success will span the creation and execution of unique business plans in your region in partnership with other Palo Alto Networks core sales organizations and channels.

• Business Development: Directly drive revenue by exceeding bookings goals for assigned partners and new initiatives
• Find and generate new customers while also growing existing accounts and partnerships.
• Identify create and implement a comprehensive account strategy to develop new business and drive expansion growth with enterprise customers across your territory
• Scope negotiate and close enterprise contracts to exceed all bookings and revenue targets.
• Establish access and create positive business relationships with key executives and senior-level decision-makers
• Develop new accounts and/or expand existing accounts within the region
• Apply your knowledge of the cybersecurity industry market landscape technology and products to educate prospective and current customers on the business value of Unit 42s offerings and services.
• Develop relationships with select partners in your region to leverage their account presence and drive new growth and further penetration of Expanses solutions
• Maintain accurate and up-to-date account intelligence in SFDC including regular forecasting of business opportunities to Sales and executive leadership
• Proactively identify up-sell opportunities and grow revenue
• Capture and nurture CISO and executive relationships to influence recurring strategic spend and product pull through
• Customer Success: Ensure customers are maximizing their return on investment by owning the customers on-boarding adoption satisfaction and advocacy across a portfolio of customers.
• Provide high-touch/white-glove customer outreach immediately post-close to shepherd customers through the on-boarding process
• Drive adoption by ensuring customers apply their purchased offering hours in a timely manner.
• Serve as the first line of defense in solving customer support requests and coordinate and prioritize timely resolutions with consulting teams
• Develop a trusted advisor relationship with customer stakeholders executive sponsors and partners to drive cybersecurity solution adoption and ensure they are leveraging the solution to achieve full business value
• Ensure continual communication with customers regarding Unit 42 messaging current offerings and events
• Serve as a customer advocate in influencing the service and product roadmap.
• Manage performance metrics such as CSAT renewal rate up-sell/cross-sell lead identification and adoption

Qualifications :

Your Experience 

• Experience in Business Development and Sales roles within the cybersecurity industry
• Experience in Customer Success with an understanding of the customer journey
• A track record of exceeding sales quotas as a Major/Large Account Manager Regional Sales Manager/Channel Sales or Enterprise seller focused on F1000 accounts in high-growth companies
• At least 4 years of experience selling Enterprise Security solutions. This includes SOC security-based products or services such as Incident Response Breach Management Malware/Exploit Prevention and SIEM. Experience with Subscription or SaaS solutions as a direct contributor is preferred
• Deep understanding of channel partners and a channel-centric go-to-market approach in your region.
• In-depth knowledge of how specific industries might leverage security solutions and the ability to succinctly translate complex technical benefits to solve high-leverage business problems
• Proven track record of managing customer escalations balancing customer expectations and negotiating successful resolutions
• Ability to work in a fast-paced environment and multi-task
• Willingness to work flexibly as needed and be flexible for travel

Additional Information :

The Team

Our Unit 42 organization is dynamic high-energy and highly collaborative. If you have an inner entrepreneurial spirit are comfortable working in fast-paced environments and yearn for hands-on impact then this organization is the right one for you. As a member of the Unit 42 team you will be one of the founding members of a newly formed team responsible for the successful adoption of purchased offerings and driving the increased up-sell of additional services/products. We are looking for experienced SaaS sales or customer success professionals ideally with cybersecurity domain expertise who want to make an impact in a fast-paced high-growth environment.

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.