Business Development Representative jobs at Palo Alto in United States, Plano

Being the cybersecurity partner of choice, protecting our digital way of life.

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 Palo’s 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

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

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 .

All your information will be kept confidential according to EEO guidelines.

Being the cybersecurity partner of choice, protecting our digital way of life.

Your Career

To fit in this role, you are personable, willing to ask questions, always learning, have a strong work ethic, persistent, and coachable. You are confident in your abilities, not afraid to take creative risks, and enjoy the daily interactions that come with a sales role. Being part of our organization means you will be surrounded by amazing, smart and hardworking teammates.

Your Impact

• Direct Sales Qualified Leads (SQLs) to a specific Sales District with high efficiency and prioritization
• Market the company's products and/or services via telephone and email, often cold-calling leads to gauge interest and create opportunity
• Generate prospective customers through cold calling and lead qualification from Marketing programs and promotions
• Follow up on pre-qualified leads with the sales team to ensure they are processed timely and lead to pipeline creation
• Document all activities and customer interactions in Salesforce.com
• Set appointments for both Field and Inside Sales Representatives, Account Executives, and prospective clients
• Identify client needs, provide guidance and information around our products and services with the goal of increasing customer satisfaction
• Build long-term relationships with clients, partners, and internal stakeholders
• Seek and develop new business opportunities in the market
• Report to the Business Development Manager on (weekly/monthly/quarterly) sales results
• Stay up-to-date with new products and services, including capabilities and pricing, and on cybersecurity industry trends
• Be a high energy individual with a strong desire to achieve top results with a dependable, positive "can-do" attitude over the phone and in person
• Consistently meet or exceed metrics set by leaders and managers

Your Experience

• Previous work experience in inbound and outbound calls and inquiries
• Ability to understand technical concepts, possess enthusiasm for technology and to articulate clearly to all levels of technical aptitude
• Ability to adapt quickly to a fast-paced environment
• Proven work experience as a Business Development Representative, Sales Account Executive or similar role
• Hands-on experience with multiple sales techniques (including cold calls)
• Track record of achieving sales quotas
• Experience with CRM software (e.g. Salesforce)
• Familiarity with MS Excel (analyzing spreadsheets and charts)
• Understanding of sales performance metrics
• Excellent communication and negotiation skills
• Ability to deliver engaging presentations
• BS degree or equivalent amount of experience or equivalent military experience required

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 $0 - $0/YR. The offered compensation may also include restricted stock units and a bonus. A description of our employee benefits may be found .

All your information will be kept confidential according to EEO guidelines.

Being the cybersecurity partner of choice, protecting our digital way of life.

Your Impact

• Convert target small/medium businesses into PANW customers; manage a large number of targets

• Exceed sales expectations while enhancing client satisfaction and creating long-term relationships

• Build & maintain a constant/future revenue pipeline

• Proactively identify cross-selling and up-selling opportunities

• Independently drive sales campaigns, product demos and proof of concepts

• Keep up to date on our industry and PANW’s competitive position

• Maintain alignment in our cross-functional environment with Channel teams, plus Business Development Reps and Sales Engineers

• Ensure accuracy of account planning and forecasting (in Salesforce) across a number of clients and prospects

Your Experience

• Experience selling a portfolio of solutions and expanding a customer's environment with newer solutions (approximately 3+ years)

• Familiarity with cybersecurity products and topics; driven to learn more

• Proven track record of winning new customers and exceeding revenue goals

• Experience and proven success in new customer acquisition

• Honed organizational, planning, communication and negotiation skills

• Positive, growth-oriented mindset

• Thrives in a matrixed, team environment anchored by our values of Collaboration, Disruption, Execution, Inclusion, and Integrity

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 $132000 - $181500/YR. The offered compensation may also include restricted stock units and a bonus. A description of our employee benefits may be found .

All your information will be kept confidential according to EEO guidelines.

Being the cybersecurity partner of choice, protecting our digital way of life.

Your Impact

Manage the design, development and maintenance processes for multiple certification exams, including but not limited to:

• Facilitating all aspects of Item Design Workshops managed internally, through effective collaboration with stakeholders and subject matter experts

• Maintaining exam-specific item banks to ensure technical relevance and accuracy

• Developing and maintaining expertise in all systems required for effective job performance, including but not limited to item management and reporting systems

• Managing workflows, assignments and collections, following established procedures

• Managing exam form development and publishing process

• Working closely with internal stakeholders and testing vendors

• Understand expectations, meet deadlines and deliver high-quality performance

• Other duties as assigned

Your Experience

• 5+ years of exam program management and development

• Knowledge of certification industry standards and processes

• Experience working with credentialing programs

• Bachelor’s degree or equivalent work experience

• Exceptional interpersonal and relationship-building skills; exhibits a positive attitude and a professional demeanor

• Strong analytical and organizational skills

• Effective ability to work independently as well as collaboratively with internal and external stakeholders

• Knowledge of Palo Alto Networks Cybersecurity Apprentice and Cybersecurity Practitioner certifications are strongly encouraged.

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 $117000 - $146000/YR. The offered compensation may also include restricted stock units and a bonus. A description of our employee benefits may be found .

All your information will be kept confidential according to EEO guidelines.

Being the cybersecurity partner of choice, protecting our digital way of life.

Your Impact

• Reporting Strategy Framework: Define, standardize, and enhance weekly and quarterly reporting frameworks for a worldwide organization to align with company goals and executive priorities.

• Executive-Level Reporting & Insights: Prepare and present detailed metrics reports, dashboards, and performance narratives to the executive team.

• Data Governance & Accuracy: Oversee data integrity, consistency, and governance across all reporting platforms to provide accurate business intelligence for decision makers.

• Cross-Functional Collaboration: Partner with business unit leaders to ensure they deliver accurate, timely, and actionable metrics aligned with business objectives.

• Technical Sales Performance: In-depth understanding of the Technical Sales organization to accurately report metrics and guide initiatives based on data trends.

• Learning & Enablement Reporting: Develop unique approaches to measuring the value of training investments to ensure sales teams are continuously developing in alignment with business goals.

• Advanced Data Analytics: Leverage AI tools for analysis and write Business Requirement Documents (BRDs) for the Business Analytics team to build Tableau dashboards to extract, analyze, and visualize performance trends and opportunities.

• Strategic Insights & Decision Support: Identify risks, growth opportunities, and operational inefficiencies through data analysis and provide actionable recommendations to leadership.

• Continuous Improvement: Lead initiatives to enhance reporting processes, automate workflows, and optimize the use of analytics tools for better efficiency.

• Mentorship & Leadership: Provide guidance and mentorship to team members, fostering a culture of an analytical mindset.

Your Experience

• 10+ years relevant experience in business intelligence reporting/data analytics, 3+ years in a senior level role

• Strong ability to govern operational metrics across multiple high-visibility projects and drive future business performance based on data trends

• Detail-oriented mindset and proven experience presenting data-driven insights to executive leadership and influencing strategic decisions

• Understanding of technical industry, with focus on technical selling community

• Previous experience defining learning and enablement metrics preferred

• Experience with understanding product vision, roadmap and GTM strategies

• Proficient with applications, tools, and methodologies used to organize, manage, report progress, and deliver programs and projects

• Experienced in driving large cross-functional programs/initiatives, building relationships, and leading through influence

• Effective executive-level verbal and written communication and comfort with both technical and business discussions with senior audiences

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 $165000 - $267500/YR. The offered compensation may also include restricted stock units and a bonus. A description of our employee benefits may be found .

All your information will be kept confidential according to EEO guidelines.

Being the cybersecurity partner of choice, protecting our digital way of life.

Your Impact

• Focus on upselling to a more extensive product line or to motivate the customer to potentially consider broad new product purchase

• Evaluate the customers current account; discuss its effectiveness and how their business needs may require different products

• Ability to accurately and timely forecast the business in SFDC and additional applications as required

• Enthusiastic, driven and confident: ability to clearly and persuasively articulate the company’s mission, product and business opportunity

• Diligently follow up and coordination with Renewals Sales Team, Field Sales Teams, Sales Managers, Inside Sales, Channel Partners and End Users to bring in new expansion and add-on business

• Ability to quickly build productive relationships in a fast-paced, high-performance environment

• Handle the entire sales process from quote generation, collaborating with all entities, and opportunity closure

• Maintain regular communications with the Sales Account Managers regarding their accounts to ensure they are fully aware of customer interests and status and to recommend follow up with the customer on broader opportunities

Your Experience

• Experience in managing customer base for all Enterprise and Commercial accounts

• Experience in Sales

• Proven ability to learn new technology quickly, adapt to changing needs and possess strong analytical skills

• Passionate about sales and consistent track record of achieving and exceeding sales goals

• Excellent time management and interpersonal skills

• Ability to build quotes with various product configurations- Configurations are not typical but not standard

• Expertise to work within Salesforce for forecasting and CPQ for quoting

• At the senior levels you have:

  • Validated sales results and forecast track record

  • Solid product knowledge

  • Strong communications skills

  • Skilled with the sales systems, forecasting and quoting

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 $99000/YR - $130000/YR. The offered compensation may also include restricted stock units and a bonus. A description of our employee benefits may be found .

All your information will be kept confidential according to EEO guidelines.