דרושים Director Business Development ב-Palo Alto ב-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

• Motivate and manage Inside Sales leaders and reps to drive pipeline development and revenues through sales efforts leveraging the partner network
• Provide insight and influence on the overall strategy for Cortex Cloud Sales
• Work closely with Inside Sales leaders to drive professional development strategy for reps
• Coordinate, direct and monitor the outbound efforts of assigned Inside Sales and Sales Development reps by tracking and reporting weekly activities
• Collaborate with Regional, Theater and Global Sales management as well as other key leaders to identify strategies to achieve sales goals and uncover new, high value opportunities
• Provide accurate, ongoing reporting through the continuous update and maintenance of necessary reports in Salesforce.com
• Work closely with operations and analytics to provide forward and rear views on the business

Your Experience

• 5+ years sales experience with at least 3 years in a sales leadership role.
• Experience in the enterprise sales environment required – experience in a transactional sales environment welcomed as well
• Proven consistent achievement of goals through the leadership and motivation of a team
• Experience hiring, developing and retaining talent
• Exceptional command of enterprise sales methodology and the ability to coach to it
• Excellent communication and influence skills and the ability to build cross-functional relationships
• Strong organizational skills and the ability to work on many projects concurrently
• Enthusiastic, highly motivated individuals with a serious work ethic are required
• Excellent Microsoft Excel and proficient Salesforce.com skills
• As a leader, must be able to sprint and run the marathon

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 $306000 - $357000/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 Career

As a Director, Product Marketing Management at Palo Alto Networks, you will play a key role in planning and executing the product marketing strategy for our Cortex platform. You will be the expert, voice, and go-to-market driver for cross-platform commercial initiatives and product capabilities, as well as have the ownership of our industry’s leading attack surface management solution. You will work closely with your peers in Product Marketing and stakeholders from product management, sales, field marketing, and technology partners to develop and execute your strategy and advance our mission.

Your Impact

• Create simple, compelling messaging that resonates with customers, applying your security knowledge and understanding of the markets and personas
• Lead a high-performing team and elevate the standards of Product Marketing within the company, ensuring high quality of outputs and performance on the team
• Work closely with Product Management to build a shared market and product vision, and a relationship that forms the foundation of all product marketing activities
• Deliver compelling, high-quality content, both at a business and a technical level, in a variety of formats – individually and through your team
• Collaborate with field teams to execute marketing campaigns - be a subject matter expert and a go-to resource for the sales and field marketing teams
• Build and execute plans that cross different functional groups, including product management, business development, and sales
• Represent the company in customer engagements and at events, to evangelize our point of view - You like to write and present
• Track the security operations market and competitive landscape in collaboration with product, marketing, and sales leadership

Your Experience

• 10+ years of marketing experience with 5+ years in product marketing and security operations technologies, ideally in SIEM and/or vulnerability management or attack surface management
• 3+ years of experience leading high-performing product marketing teams
• An understanding of the security operations domain, market trends, competitive landscape, and customer requirements
• Outstanding verbal and written communication skills - comfortable with creating and delivering presentations in a range of environments, from industry conferences to customer briefings
• Demonstrated record of working cross-functionally to drive sales, demand generation, and overall organization and business success
• Executive presence and ability to represent the business and team in front of senior stakeholders
• Bachelor’s degree required - Technical degree or equivalent background or equivalent military experience is desirable
• Experience and innovative energy to champion successful market and competitive disruption initiatives

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/com-missioned roles) is expected to be between $216000 - $297000/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

• Own the overall marketing strategy for Cortex XSIAM
• Lead a high-performing team of product marketing professionals
• Shape and evolve positioning for Cortex XSIAM to establish a bold, differentiated point of view in the industry
• Deliver world-class thought leadership and storytelling that elevates Cortex and Palo Alto Networks overall brand in security operations
• Work closely with direct reports to develop marketing plans, execute initiatives to meet our growth targets, and identify opportunities for continuous improvement and growth
• Recognize new security operations market opportunities and partner with PM and GTM teams to shape and influence business priorities
• Understand our buyer personas and collaborate with sales leadership to amplify the Cortex XSIAM value and differentiation within the company
• Act as the spokesperson for the business in front of customers, analysts, media, and internal audiences

Your Experience

• 15+ years of experience in enterprise marketing, including previous product marketing leadership experience
• Demonstrated track record that proves deep knowledge of security operations and/or cloud-native technologies, preferably SIEM, SOAR, and XDR
• Strategic and analytical mindset with demonstrated ability to simplify complex concepts and articulate uniquely differentiated value propositions to both technical and business audiences, especially in the cloud security domain
• Strong people leadership skills - ability to prioritize, create clarity, motivate, and ensure timely delivery of high-quality work through others
• The ideal candidate possesses a blend of marketing, business, and technical security savvy - a big-picture vision, and the drive to make that vision a reality in an emerging or established market
• Experience in full product lifecycle management, from business planning to launch to program management and measurement, particularly within security operations
• Exceptional storytelling skills to inspire the rest of the company to tell the right stories, especially around security and SOC transformation
• Demonstrated ability to influence up, down, and across functionally to peers and collaborate across multiple groups
• An MBA is highly preferred - Great communication skills and strong collaboration with product development and service delivery teams are a must

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 $216000 - $297000/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.