Palo Alto Business Development Manager - Ecosystems Unit 

Australia, New South Wales 

298778036

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

Your Career

You will center your role on relationship management to achieve measurable results in increased revenue, market share, and depth within each sales segment. Your success in this role 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. Your responsibilities will include finding and generating new customers, growing existing accounts and partnerships. You develop new accounts and/or expand existing accounts within an established geographic territory, industry, product segment or channel.

Your Impact

• Directly drives revenue impact by exceeding bookings goals of assigned partners and new initiatives

• Identify, create, and implement a comprehensive account strategy to develop new consulting business and drive expansion growth with enterprise customers across your territory, including channel partner

• 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 (typically CISO, CSO, and CIO level)

• Apply your knowledge of the cybersecurity industry, market landscape, technology, product, and processes to educate prospective and current customers on the business value of Unit 42’s offering and services

• Collaborate cross-functionally with key internal stakeholders (Field Sales, Marketing, Sales Operations, Product Management, Engineering, Pre/Post Sales, and Finance) to drive Unit 42 services adoption in target accounts

• Develop relationships with select partners in your region to leverage their account presence and drive new growth and further penetration of Unit 42 incident response and proactive services in the market

• Maintain accurate and up-to-date account intelligence in SFDC, including regular forecasting of business opportunities to Sales and executive leadership

Your Experience

• Experience in Business Development and Sales roles within the cybersecurity consulting industry

• Track record exceeding your sales quota as a Major / Large Account Manager, Regional Sales Manager / Enterprise seller focused on F1000 accounts in high growth companies

• At least 7 years of experience selling cybersecurity consulting services (preferred), or Enterprise Security solutions: SOC security-based products/services (such as Incident Response, Breach Management, Malware/Exploit Prevention, Anti-Virus, White Listing, SIEM, and other techniques) or SAS, Behavior Analytic or Logging tools; preferably Subscription or SaaS solutions as a direct contributor. Solutions related to Security Operations / SIEM / SOAR or adjacent solutions focused on Data / ML and automation preferred

• Deep understanding of channel partners and a channel-centric go to market approach in your region

• Knowledgeable in MEDDIC and Complex Solution Sales methodology and proven ability to sell complex enterprise software solutions to large and sophisticated enterprises at 6-figure transaction sizes and greater

• In-depth knowledge of how specific industries might leverage cybersecurity consulting services and security solutions and able to succinctly translate complex technical benefits to solve high leverage business problems; you can effectively articulate and present well in front of technical and executive-level stakeholders

• You have a demonstrated passion for helping organisations address their cyber security challenges and you are excited about the prospect of scaling a fast growing consulting services team and accustomed to working in a fast-paced environment

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