Business Development Manager, NetSec - India Ecosystems

Palo Alto Networks; Bengaluru; On-site; INR 1,500,000 - 2,100,000; Full time

Job summary

Palo Alto Networks is seeking a high-energy Business Development Manager to accelerate strategic partner programs across India & SAARC. You will drive enablement, manage distributors and VARs, and collaborate with sales, marketing, and technical teams to expand market reach and partner productivity.

The role requires 5+ years in sales/channel management within enterprise software, preferably cybersecurity, and a proven ability to build executive-level relationships.

Qualifications

• 5+ years in sales management or business development within enterprise software (cybersecurity preferred).
• Experience working with channel partners (GSI, SI, VARs, MSP, MSSP) is a must.
• Excellent relationship-building with senior leadership and individual contributors.
• Able to move quickly between execution and strategic thinking and to stay organized.
• Technical background in cybersecurity is an advantage.

Responsibilities

• Develop enablement and sales plays to drive partner relationships, pipeline and revenue.
• Lead joint sales pursuits with our sales and partner teams to hit targets.
• Evangelise the joint value proposition and coordinate account targeting to generate new pipeline.
• Create comprehensive plans to ensure partners deliver successful customer outcomes.
• Support recruitment, onboarding, and activation of channel partners via distributors.
• Collaborate with sales, marketing, and technical teams for enablement and execution excellence.
• Maintain strong relationships with distributors, VARs, MSSPs, GSIs and strategic partners.
• Identify growth opportunities within the partner landscape to increase productivity and coverage.
• Promote regional partner programs, incentives, campaigns, and sales motions.
• Track performance metrics, pipeline contribution, and program adoption across partners.
• Conduct regular business reviews with partners to align on priorities and growth objectives.
• Provide market feedback on cybersecurity trends and ecosystem dynamics.

Skills

Channel management

Sales leadership

Business development

Partnership management

Strategic planning

Relationship building

Job description

Our Mission

At Palo Alto Networks®, we’re united by a shared mission—to protect our digital way of life. We thrive at the intersection of innovation and impact, solving real-world problems with cutting-edge technology and bold thinking. Here, everyone has a voice, and every idea counts. If you’re ready to do the most meaningful work of your career alongside people who are just as passionate as you are, you’re in the right place.

Who We Are

In order to be the cybersecurity partner of choice, we must trailblaze the path and shape the future of our industry. This is something our employees work at each day and is defined by our values: Disruption, Collaboration, Execution, Integrity, and Inclusion. We weave AI into the fabric of everything we do and use it to augment the impact every individual can have. If you are passionate about solving real-world problems and ideating beside the best and the brightest, we invite you to join us!

We believe collaboration thrives in person. That’s why most of our teams work from the office full time, with flexibility when it’s needed. This model supports real-time problem-solving, stronger relationships, and the kind of precision that drives great outcomes.

Job Summary

The Palo Alto Networks Ecosystem team is a strategic pillar for the organisation’s continued growth and we are seeking a high-energy and commercially driven Business Development Manager (BDM) to join our Regional Partner Ecosystems team. This role will focus on accelerating strategic programs, partner-led initiatives, and go-to-market execution across our channel ecosystem in India & SAARC.

The ideal candidate will possess strong relationship-building capabilities, experience working with channel partners, and a solid understanding of Network Security and SASE technologies. This individual will play a key role in driving partner engagement, enabling growth initiatives, and expanding market reach through distributors, resellers, service providers, and strategic alliances.

Your Impact

• Develop and execute enablement and sales plays which drive the partner relationship including sales and pipeline development, executive interlocks, business development, enablement and partner marketing

• Drive joint sales pursuit activities pursuant to the successful attainment against a given sales target, working with the Palo Alto Networks sales & partner organisations

• Evangelise the joint value proposition and service offerings with partners, leading the charge on account targeting and orchestrate meetings to create new joint pipeline and drive business to close

• Develop comprehensive plans to assure the partner is well positioned to deliver successful customer outcomes

• Support the recruitment, onboarding, and activation of channel partners via our authorized distributors.

• Collaborate with sales, marketing, and technical teams to drive partner enablement and execution excellence.

• Develop and maintain strong relationships with distributors, VARs, MSSPs, GSIs, and strategic alliance partners.

• Identify growth opportunities within the partner landscape and execute plans to increase partner productivity and market coverage.

• Promote and support regional partner programs, incentives, campaigns, and sales motions.

• Track performance metrics, pipeline contribution, and program adoption across partner segments.

• Conduct regular business reviews with key partners to ensure alignment on business priorities and growth objectives.

• Provide market feedback and insights on competitive trends, cybersecurity landscape evolution, and partner ecosystem dynamics.

Qualifications

Your Experience

• 5+ years in sales management, channel management or business development role within the enterprise software industry (cybersecurity preferred)

• Previous experience working with channel partners (GSI, SI, VARs, MSP, MSSP) is a must

• Excellent instincts and shown ability to interface at a senior leadership to individual contributor level with ease

• Adept at moving quickly between low-level execution and high-level critical thinking and organisation

• Outstanding relationship building skills across internal and partner shareholders

• Successful track record of exceeding performance objectives in a fast paced, virtual team environment

• A technical background or foundation is an advantage. Understanding of cybersecurity technologies such as: Network Security, SASE, Zero Trust, Cloud Security, Enterprise Browser or Secure Access technologies

Our Commitment

We’re trailblazers that dream big, take risks, and challenge cybersecurity’s status quo. It’s simple: we can’t accomplish our mission without diverse teams innovating, together.

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 [e-mail].

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.

Is role eligible for Immigration Sponsorship? No. Please note that we will not sponsor applicants for work visas for this position.