Principal Business Development Manager

Job Description Your Career Unit 42 is a dynamic, energetic, and highly collaborative organization within Palo Alto Networks. If you possess an entrepreneurial spirit, thrive in fast‑paced environments, and are driven by the desire for hands‑on impact, then this is the perfect opportunity for you. This role centers on strategic relationship management to achieve measurable results in increased revenue, market share, and deeper penetration within each sales segment. As a pivotal "first person on the ground," your success will involve creating and executing unique business plans in assigned regions, collaborating closely with other Palo Alto Networks Core sales organizations and channels. You will be responsible for identifying and generating new customers while also expanding existing accounts and partnerships. Your Impact As a Principal Business Development Manager for Unit 42, you'll be the strategic spearhead responsible for significantly expanding our consulting services across your assigned territory. Your primary mission is to drive substantial revenue growth and deepen market penetration by: Pioneering New Business & Strategic Growth: Proactively identify, generate, and qualify new opportunities, developing and executing comprehensive account and regional strategies in collaboration with leadership to exceed bookings goals for Unit 42. You'll act as the crucial "first person on the ground," building new pipelines and expanding existing customer relationships. Empowering Core Sales Teams: Serve as a trusted expert and strategic partner to Palo Alto Networks Core sales organizations and channels. You'll lead high‑level Unit 42‑specific conversations, assist in identifying potential customers, and provide deep cybersecurity and services expertise to accelerate services adoption throughout the sales cycle. Negotiating & Closing Complex Engagements: Scope, negotiate, and close sophisticated enterprise contracts, consistently exceeding all bookings and revenue targets for Unit 42 consulting services. Building Executive Relationships & Market Presence: Establish and cultivate strong relationships with C‑level executives and senior decision‑makers (CISO, CSO, CIO), educating them on the compelling business value of Unit 42's offerings. Your efforts will directly contribute to increasing Unit 42's market share and strengthening our brand identity as the elite security advisory team. Cross‑Functional & Partner Collaboration: Collaborate seamlessly with internal stakeholders (Field Sales, Marketing, Sales Operations, etc.) and leverage strategic regional partners to maximize growth, expand reach, and ensure flawless execution. Strategic Forecasting & Reporting: Maintain precise account intelligence and provide accurate forecasts of business opportunities in SFDC to inform strategic decisions for sales and executive leadership. Qualifications Your Experience Strategic Sales Leadership: 10+ years of extensive and progressive experience in Business Development and Sales leadership roles within the cybersecurity industry, demonstrating the ability to shape and execute go‑to‑market strategies. Exceptional Quota Attainment: A consistent and demonstrable track record of significantly exceeding multi‑million dollar sales quotas as a Major/Large Account Manager, Regional Sales Manager, or Enterprise Seller, with a strong focus on F‑1000 accounts within high‑growth, dynamic environments. Deep Cybersecurity Domain Mastery: At least 10 years of experience selling complex Security solutions or services, including a profound understanding and proven success in: Offensive Security Services, Incident Response Retainers, Risk Management Services, SOC Assessment Services, Threat Intelligence Services. Channel Ecosystem Acumen: A profound understanding of global channel partners and a proven ability to strategically leverage a channel‑centric go‑to‑market approach to drive substantial growth in your assigned region. Advanced Solution Sales Expertise: Mastery of MEDDIC (or similar rigorous sales methodologies) and Complex Solution Sales, with a demonstrated ability to architect and close intricate enterprise software and services solutions with large, sophisticated enterprises, consistently achieving 6‑figure transactions and greater. Industry & Executive Fluency: In‑depth knowledge of how specific industries leverage security solutions. You possess the executive presence and communication skills to succinctly translate complex technical benefits into high‑leverage business outcomes, effectively articulating and presenting to both technical and C‑suite stakeholders. Entrepreneurial Drive & Agility: A demonstrated passion for the cybersecurity space, a proactive and entrepreneurial mindset towards scaling new, emerging technology offerings, and exceptional comfort thriving in a fast‑paced, evolving environment. Global Communication: Fluent in English, with additional regional language proficiency (e.g., Arabic, Spanish, French, German) a significant plus. Additional Information The Team Our sales team members work hand‑in‑hand with large organizations worldwide to keep their digital environments protected. We educate, inspire, and empower our potential clients on their journey to enhanced security. As part of our sales team, you're empowered with unmatched systems and tools, constantly updated research and sales libraries, and a team built on joint success. You'll find everyone at Palo Alto Networks is committed to your success – with a collaborative spirit when it comes to solutions selling, learning, and development. You are motivated by a solutions‑focused sales environment and find fulfillment in working with clients to resolve incredibly complex cyber threats. Our Commitment We’re problem solvers that take risks and challenge cybersecurity’s status quo. It’s simple: we can’t accomplish our mission without diverse teams innovating, together. Accessibility We are committed to providing reasonable accommodations for all qualified individuals with a disability. If you require assistance or accommodation due to a disability or special need, please contact us at accommodations@paloaltonetworks.com. Equal Opportunity Palo Alto Networks is an equal opportunity employer. We celebrate diversity in our workplace, and all qualified applicants will receive consideration for employment without regard to age, ancestry, color, family or medical care leave, gender identity or expression, genetic information, marital status, medical condition, national origin, physical or mental disability, political affiliation, protected veteran status, race, religion, sex (including pregnancy), sexual orientation, or other legally protected characteristics. All your information will be kept confidential according to EEO guidelines. Seniority Level Associate Employment Type Full‑time Job Function Consulting Industry Computer and Network Security #J-18808-Ljbffr