Overview
Join to apply for the Principal Business Development Manager role at Alto.
Unit 42 Consulting is Palo Alto Networks' elite security advisory team. Our vision is to create a more secure digital world by delivering the highest quality incident response, risk management, and digital forensic services to clients of all sizes.
Your Career
Unit 42 is a dynamic, energetic, and highly collaborative organization within Palo Alto Networks. This role centers on strategic relationship management to achieve measurable results in increased revenue, market share, and deeper penetration within each sales segment. You will be responsible for identifying and generating new customers while also expanding existing accounts and partnerships, creating and executing unique business plans in assigned regions, and collaborating with other Palo Alto Networks Core sales organizations and channels.
Your Impact
* Pioneering New Business & Strategic Growth: Proactively identify, generate, and qualify opportunities; develop and execute account and regional strategies to exceed bookings goals for Unit 42. Build pipelines and expand existing customer relationships.
* Empowering Core Sales Teams: Serve as a trusted expert and strategic partner to Core sales organizations and channels; lead Unit 42-specific discussions and help accelerate services adoption.
* Negotiating & Closing Complex Engagements: Scope, negotiate, and close sophisticated enterprise contracts, exceeding bookings and revenue targets for Unit 42 consulting services.
* Building Executive Relationships & Market Presence: Develop relationships with C-level executives and senior decision-makers, illustrating the business value of Unit 42 offerings.
* Cross-Functional & Partner Collaboration: Collaborate with internal stakeholders and leverage regional partners to maximize growth and ensure execution.
* Strategic Forecasting & Reporting: Maintain account intelligence and provide forecasts of opportunities in SFDC to inform leadership.
Your Experience
* Strategic Sales Leadership: 10+ years in Business Development and Sales leadership within cybersecurity, with go-to-market execution.
* Exceptional Quota Attainment: Proven track record of exceeding multi-million dollar quotas in roles such as Major/Large Account Manager, Regional Sales Manager, or Enterprise Seller, focusing on large accounts.
* Deep Cybersecurity Domain Mastery: 10+ years selling complex security solutions or services, including Offensive Security, Incident Response Retainers, Risk Management, SOC Assessment, and Threat Intelligence.
* Channel Ecosystem Acumen: Strong understanding of global channel partners and a channel-centric GTM approach.
* Advanced Solution Sales Expertise: Proficient in MEDDIC or similar methodologies; ability to architect and close complex enterprise software/services with large customers.
* Industry & Executive Fluency: Ability to translate technical benefits into business outcomes for technical and C-suite stakeholders.
* Entrepreneurial Drive & Agility: Passion for cybersecurity; proactive and adaptable in fast-paced environments.
* Global Communication: Fluent in English; additional regional languages a plus.
This is a remote role for UK
The Team
Our sales team works with large organizations worldwide to protect their digital environments. You’ll have access to robust tools, up-to-date research, and a collaborative culture focused on solutions selling, learning, and development.
Our Commitment
We are committed to providing reasonable accommodations for qualified individuals with a disability. If you require assistance, please contact accommodations@paloaltonetworks.com. Palo Alto Networks is an equal opportunity employer. All qualified applicants will receive consideration without regard to age, ancestry, color, gender identity or expression, national origin, veteran status, or other protected characteristics. All information will be kept confidential according to EEO guidelines.
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