Principal Business Development Manager

Palo Alto Networks; City of Westminster; Remote; GBP 100,000 - 125,000; Full time

Job summary

A leading cybersecurity firm is seeking a seasoned business development professional to spearhead growth in the UK market. The role emphasizes building executive-level relationships, developing strategic sales initiatives, and closing complex contracts within the cybersecurity sector. Candidates should have over 10 years of experience and a proven record in exceeding sales quotas. This position is remote within the UK and offers the opportunity to work with a collaborative sales team.

Benefits

Advanced tools and resources

Development and wellbeing programs

Diverse teams and collaboration

Qualifications

• 10+ years of experience in Business Development and Sales leadership in cybersecurity.
• Track record of exceeding multi-million dollar sales quotas.
• Experience selling complex security solutions or services.

Responsibilities

• Identify and qualify new business opportunities.
• Serve as a trusted expert to Core sales organizations.
• Negotiate and close complex contracts.

Skills

Strategic Sales Leadership

Exceptional Quota Attainment

Deep Cybersecurity Domain Mastery

Channel Ecosystem Acumen

Advanced Solution Sales Expertise

Industry & Executive Fluency

Entrepreneurial Drive & Agility

Global Communication

Job description

Overview

Significantly expanding our consulting services across your assigned territory. Your primary mission is to drive substantial revenue growth and deepen market penetration by executing strategic initiatives and building new pipelines with leadership collaboration.

Responsibilities

• Pioneering New Business & Strategic Growth: Proactively identify, generate, and qualify new opportunities, developing and executing comprehensive account and regional strategies to exceed bookings goals for Unit 42. You will act as the crucial "first on the ground" in your region, 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. Lead Unit 42–specific conversations, help identify 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 bookings and revenue targets for Unit 42 consulting services.
• Building Executive Relationships & Market Presence: Establish and cultivate relationships with C-level executives and senior decision-makers (CISO, CSO, CIO), educating them on the business value of Unit 42 offerings. Contribute to increasing market share and strengthening our brand as the elite security advisory team.
• Cross-Functional & Partner Collaboration: Collaborate with internal stakeholders (Field Sales, Marketing, Sales Operations, etc.) and leverage strategic regional partners to maximize growth 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

• Strategic Sales Leadership: 10+ years of progressive experience in Business Development and Sales leadership within the cybersecurity industry, with the ability to shape and execute go-to-market strategies.
• Exceptional Quota Attainment: A track record of significantly exceeding multi-million dollar sales quotas as a Major/Large Account Manager, Regional Sales Manager, or Enterprise Seller, focused on Fortune 1000 accounts in high-growth environments.
• Deep Cybersecurity Domain Mastery: At least 10 years of experience selling complex security solutions or services, including Offensive Security, Incident Response Retainers, Risk Management, SOC Assessment, and Threat Intelligence services.
• Channel Ecosystem Acumen: Strong understanding of global channel partners and ability to leverage a channel-centric go-to-market approach to drive regional growth.
• Advanced Solution Sales Expertise: Proficiency with MEDDIC (or similar methodologies) and Complex Solution Sales, capable of architecting and closing intricate enterprise software and services with large enterprises, achieving six-figure transactions or greater.
• Industry & Executive Fluency: Knowledge of how specific industries leverage security solutions; ability to translate technical benefits into high-leverage business outcomes for technical and C-suite stakeholders.
• Entrepreneurial Drive & Agility: Passion for cybersecurity, proactive and entrepreneurial mindset to scale new offerings, and comfort thriving in a fast-paced environment.
• Global Communication: Fluent in English; knowledge of additional regional languages (e.g., Arabic, Spanish, French, German) is a plus.

Company & Team Context

Company Description: Our Mission at Palo Alto Networks is to be the cybersecurity partner of choice, protecting our digital way of life. We pursue a world where each day is safer and more secure. Unit 42 Consulting is our elite security advisory team, delivering incident response, risk management, and digital forensics services. The team consists of recognized experts with extensive investigations and security experience.

Job Description: 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 revenue, market share, and penetration. You will be the strategic spearhead responsible for regionally focused business development, collaborating with Core sales and channels to identify and grow customers and partnerships. This is a remote role for the UK.

Additional Information: Our sales team collaborates globally to protect digital environments. We provide advanced tools, research, and resources to support your success. We value diverse teams and offer development and wellbeing programs to support you.