Senior Business Development Manager, Palo Alto Networks
SLED (Unit 42)
$242-332k
Leading cybersecurity protections and software platform
Open for applications
Leading cybersecurity protections and software platform
1001+ employees
Open for applications
$242-332k
1001+ employees
Company mission
To be the cybersecurity partner of choice, protecting our digital way of life.
Role
Who you are
- BS technical degree or equivalent or equivalent military experience required
- 3+ years of positioning cybersecurity solutions
- Strong communication (written and verbal) and presentation skills, both internally and externally
- Public sector sales experience with relationships with key decision-makers
- Superb organizational skills
- "Whatever it takes" attitude and motivation to deliver above-quota performance
- Prior startup experience - experience being a hunter within a growing organization
- Experience working with other aligned Sales reps and Channel partners and an understanding of a channel-centric go-to-market approach
- Strong interpersonal skills and ability to effectively sell, foster client relationships and successfully negotiate mutual benefit on behalf of Unit 42 and clients
What the job involves
- As a Business Development Manager, you will support generating demand from Palo Alto Networks largest accounts, focused primarily on the public sector, specifically State and Local Government and Education (SLED) in the US as well as the Canadian public sector
- Your portfolio includes Unit 42’s core suite of services, including incident response investigations, cyber risk management, and threat intelligence
- You will partner with Unit 42 consultants and Palo Alto Networks Account Managers and Sales Engineers to target accounts in your territory to build and deepen relationships, as well as position Unit 42 as their trusted security partners
- In this role, you will drive outbound programs to generate demand for Unit 42’s services, and work with Account Managers to solve outcomes and articulate Unit 42’s differentiation and value proposition
- You will own a territory largely composed of public sector accounts to drive Unit 42 bookings for above target
- Your Impact
- Prior experience positioning cybersecurity consulting services with public sector customers while working in a fast-paced start-up environment
- You will build strategies with the relevant Palo Alto sales team stakeholders to drive the integration of Unit 42 services and increase overall customer sales
- Drive adoption and understanding of Unit 42’s suite of services within Palo Alto’s Sales and Channel Teams
- Responsible for proposal creation, executive and key stakeholder presentations, pricing strategy, and negotiations relating to Unit 42 services
- Attend industry conferences and events to present and demonstrate Unit 42’s value and experience
- Understand the current regulatory environment and market drivers as it relates to incident response and cybersecurity services
- Develop key growth programs strategies, approaches, and action plans
- Work in collaboration with Unit 42 executives and leadership teams to establish professional relationships and new business opportunities
- Handle multiple urgent opportunities simultaneously and ensure our clients receive the support they need when initially responding to a data breach and/or crisis requiring investigative services
Our take
With cyber threats evolving at lightening speed, businesses need robust solutions to protect their data and infrastructure. And the global cybersecurity market is projected to grow significantly, driven by increasing cyberattacks and the adoption of digital transformation initiatives. Because of this, companies are seeking security platforms that can address these challenges efficiently.
That's where Palo Alto Networks steps in, a frontrunner in the cybersecurity arena. It offers a suite of AI-powered security solutions designed to safeguard enterprises across various sectors. Its platforms, such as Cortex XSIAM and Prisma AIRS, integrate advanced threat detection, zero trust architecture, and real-time response capabilities so organizations are ready to manage and mitigate risks.
Its leadership is evident too, with impressive growth and strategic partnerships. Recently the company surpassed $1.5M in sales through the Google Cloud Marketplace, highlighting the demand for its innovative security solutions. Additionally, a collaboration with AT&T aims to enhance cybersecurity offerings, further solidifying its position in the market.
Freddie
Company Specialist at Welcome to the Jungle
Company
Funding (2 rounds)
Sep 2022
$34m
SERIES A
May 2022
$11m
SEED
Total funding: $45m
Company benefits
- Healthcare: We value your health and provide options so you can choose what best supports your lifestyle and personal health goals. Various nationwide plans — including Blue Shield of California, Kaiser Permanente, Delta Dental, VSP, and more — are available to you and your family. Our providers offer the flexibility you want and the coverage you need
- Wellness: With a large on-site gym and daily, instructor-led exercise classes at HQ in Santa Clara, Palo Alto Networks actively supports employee fitness. Our juice bar, Gym & Juice, features fresh juice blends, a quick and nutritious option pre- or post-workout. And our ongoing wellness speaker series highlights the latest trends in health and wellness
- Development: Professional development is serious business at Palo Alto Networks, where the Talent Development team offers 25+ courses to help employees boost their careers and develop leadership capability
- Financial: Most roles are eligible for equity grants, and we now offer new hires a quarterly vesting schedule right away. We want you to be fairly compensated and rewarded as soon as you make an impact – on our team, that happens immediately! And because we consider every employee a stakeholder in our long-term success, we offer an Employee Stock Purchase Plan (ESPP) with a 24-month lookback. From life insurance to health savings accounts, we provide ways to help you protect and grow your wealth. Palo Alto Networks offers both traditional and Roth 401(k) options, along with a company match of 50% to a max annual amount of $1,000
- Time Off: In addition to paid corporate holidays, Flexible Time Off programs empower our employees to balance their work schedules with personal time off. We offer 12 weeks of full pay for medical leave and 6 weeks of full pay for parental leave. As a company with strong ties to the military and veterans, we also offer 26 weeks of full pay for military leave
- Perks: Our corporate discount program provides employees with significant discounts on merchandise, travel and entertainment. We offer many on-site perks at headquarters, including cafeterias, fuel service, dry cleaning service, EV charging stations, and a company store. We also provide complimentary drinks, fresh fruit, and snacks in break rooms across our campus to help everyone power through the day. Life at Palo Alto Network
Company HQ
Santa Clara, CA
Leadership
Nikesh Arora
(CEO & Chairman)Previously the President and COO at SoftBank, CBO at Google, and CMO at T-Mobile.
Nir Zuk
(Founder & CTO)Previously CTO at NetScreen Technologies, which was acquired by Juniper Neworks in 2004. They also co-founded OneSecure where they served as CTO and was the Principal Engineer at Check Point Software Technologies.
Lee Klarich
(CPO)Initially joined Palo Alto in 2006 as the EVP of Product Management and became CPO in 2018. Prior to this, they were the Director of Product Management at Juniper Networks and a Product Line Manager at NetScreen Technologies.
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