Business Development Executive - Palo Alto Networks - Northeast Territory

Ingram Micro Inc; Field (NM); Remote; USD 58,000 - 99,000; Full time

Benefits offered by this job

Healthcare benefits

401(k) plan with company match

Paid time off

Parental leave

Disability coverage

Job summary

Ingram Micro Inc. is seeking a Field-based Business Development Executive to accelerate revenue with Palo Alto Networks partners in the Central/Northeast region.

You will develop strategic plans, expand wallet share, and drive cross-sell opportunities across a growing partner ecosystem. Responsibilities include pipeline development, vendor initiative execution, and building trusted advisor relationships with partners and internal stakeholders.

Qualifications

• 6+ years of business development, channel sales, account management, outside sales, or strategic sales experience.
• Experience within cybersecurity, networking, cloud, infrastructure, or related technology markets.
• Proven track record of driving revenue growth and managing strategic partner relationships.
• Strong experience building pipeline, identifying opportunities, and closing business.

Responsibilities

• Drive Partner Growth: Manage and grow a portfolio of existing Palo Alto Networks partners across the Northeast Territory.
• Develop strategic account plans to increase revenue, profitability, market share, and partner engagement.
• Identify opportunities to expand product adoption, cross-sell solutions, and increase wallet share.
• Develop New Business Opportunities: Generate new opportunities through market research, networking, partner engagement, and business development activities.
• Build pipeline and drive partner-led growth initiatives that align with Palo Alto Networks and Ingram Micro objectives.
• Identify emerging customer needs, market trends, and competitive opportunities.
• Execute Strategic Vendor Initiatives: Lead and execute key growth initiatives that support Palo Alto Networks' channel strategy and business goals.
• Collaborate with vendor stakeholders to ensure alignment on priorities, programs, and growth targets.
• Utilize data and insights to identify areas of opportunity and accelerate partner success.
• Build Strong Relationships: Serve as a trusted advisor to partners, vendor representatives, and internal stakeholders.
• Maintain productive relationships with key decision-makers, influencers, and strategic accounts.
• Conduct regular partner business reviews and in-person customer engagements.
• Collaborate Across Teams: Partner closely with sales, technical, marketing, operations, and services teams to deliver exceptional partner support.
• Work alongside a dedicated team that includes: Business Development Representatives Technical Enablement Engineers Services Business Development Executives Platform Operations Specialists Fellow Palo Alto-focused Business Development Executives.
• Drive Solution-Based Selling: Position the full Palo Alto Networks cybersecurity portfolio to deliver comprehensive customer solutions.
• Leverage Ingram Micro's Xvantage platform and resources to create value for partners and vendors.
• Focus on solution selling rather than individual product transactions.

Skills

Business Development

Cybersecurity

Sales

Palo Alto Networks

Channel Sales

Partner Account Management

Strategic Selling

Pipeline Development

Lead Generation

Prospecting

Solution Selling

Territory Management

Negotiation & Closing

Relationship Management

Forecasting & Revenue Growth

Cross-Functional Collaboration

Education

Bachelor's degree preferred

Job description

Accelerate your career. Join the organization that’s driving the world’s technology and shape the future. Ingram Micro is a leading technology company for the global information technology ecosystem. With the ability to reach nearly 90% of the global population, we play a vital role in the worldwide IT sales channel, bringing products and services from technology manufacturers and cloud providers to business-to-business technology experts. Our market reach, diverse solutions and services portfolio, and digital platform Ingram Micro Xvantage set us apart. Learn more at www.ingrammicro.com Come join our team where you’ll make technology happen in surprising ways. Let’s shape tomorrow - it’ll be a fun journey! Drive Growth for a Global Cybersecurity Leader Northeast Territory Are you a sales-driven business development professional with experience in cybersecurity, networking, or channel sales? Do you thrive on building partner relationships, identifying growth opportunities, and driving revenue in a fast-paced technology environment? Ingram Micro is seeking a Business Development Executive dedicated to our strategic partnership with Palo Alto Networks, one of the world’s leading cybersecurity providers and a top vendor within Ingram Micro’s Networking & Security business. This is a high-impact, field-based role responsible for accelerating growth across the Central Territory. As a trusted advisor to partners, you will execute growth strategies, expand market share, increase portfolio adoption, and drive year-over-year revenue growth within an established partner ecosystem.

What You'll Do

• Drive Partner Growth: Manage and grow a portfolio of existing Palo Alto Networks partners across the Northeast Territory.
• Develop strategic account plans to increase revenue, profitability, market share, and partner engagement.
• Identify opportunities to expand product adoption, cross-sell solutions, and increase wallet share.
• Develop New Business Opportunities: Generate new opportunities through market research, networking, partner engagement, and business development activities. Build pipeline and drive partner-led growth initiatives that align with Palo Alto Networks and Ingram Micro objectives. Identify emerging customer needs, market trends, and competitive opportunities.
• Execute Strategic Vendor Initiatives: Lead and execute key growth initiatives that support Palo Alto Networks' channel strategy and business goals. Collaborate with vendor stakeholders to ensure alignment on priorities, programs, and growth targets. Utilize data and insights to identify areas of opportunity and accelerate partner success.
• Build Strong Relationships: Serve as a trusted advisor to partners, vendor representatives, and internal stakeholders. Maintain productive relationships with key decision-makers, influencers, and strategic accounts. Conduct regular partner business reviews and in-person customer engagements.
• Collaborate Across Teams: Partner closely with sales, technical, marketing, operations, and services teams to deliver exceptional partner support. Work alongside a dedicated team that includes: Business Development Representatives Technical Enablement Engineers Services Business Development Executives Platform Operations Specialists Fellow Palo Alto-focused Business Development Executives.
• Drive Solution-Based Selling: Position the full Palo Alto Networks cybersecurity portfolio to deliver comprehensive customer solutions. Leverage Ingram Micro's Xvantage platform and resources to create value for partners and vendors. Focus on solution selling rather than individual product transactions.

What Success Looks Like

• Consistently achieves and exceeds revenue and growth objectives.
• Expands partner adoption of Palo Alto Networks solutions.
• Builds a strong sales pipeline and uncovers net-new business opportunities.
• Increases market share across the Central Territory.
• Develops strategic relationships that generate long-term growth for both Palo Alto Networks and Ingram Micro.

What You'll Bring

• Required Qualifications: 6+ years of business development, channel sales, account management, outside sales, or strategic sales experience.
• Experience within cybersecurity, networking, cloud, infrastructure, or related technology markets.
• Proven track record of driving revenue growth and managing strategic partner relationships.
• Strong experience building pipeline, identifying opportunities, and closing business.
• Ability to analyze business performance and leverage data to drive decisions.
• Excellent verbal and written communication skills, including the ability to communicate effectively with both technical and non-technical audiences.
• Ability to travel approximately once per month within the territory.
• Preferred Qualifications: Experience selling or supporting Palo Alto Networks solutions.
• Cybersecurity industry experience.
• Channel, distribution, VAR, reseller, or partner ecosystem experience.
• Bachelor's degree preferred.

Key Skills

• Business Development
• Cybersecurity
• Sales
• Palo Alto Networks
• Channel Sales
• Partner Account Management
• Strategic Selling
• Pipeline Development
• Lead Generation & Prospecting
• Solution Selling
• Territory Management
• Negotiation & Closing
• Relationship Management
• Forecasting & Revenue Growth
• Cross-Functional Collaboration

Why Join Ingram Micro?

Represent one of the most recognized brands in cybersecurity. Own a highly visible territory representing a significant portion of the business. Collaborate with a dedicated team of sales, technical, and operational experts. Influence growth strategies for a top strategic vendor relationship. Grow your career with a global technology and distribution leader.

Location: Northeast Territory (Field-Based)

Travel: Approximately once per month

The typical base pay range for this role across the U.S. is USD $58,000.00 - $98,600.00 per year. The ranges above reflect the potential annual base pay across the U.S. for all roles; the applicable base pay range will depend on the candidate’s primary work location, pay grade, and variable compensation plan. Individual base pay within each range depends on various factors, in addition to primary work location, such as complexity and responsibility of role, job duties/requirements, and relevant experience and skills. Base pay ranges are reviewed and typically updated each year. Offers are made within the base pay range applicable at the time of hire. New hires starting base pay generally falls in the bottom half (between the minimum and midpoint) of a pay range. At Ingram Micro certain roles are eligible for additional rewards, including merit increases, annual bonus or sales incentives and long-term incentives. These awards are allocated based on position level and individual performance.

U.S.-based employees have access to healthcare benefits, paid time off, parental leave, a 401(k) plan and company match, short-term and long-term disability coverage, basic life insurance, and wellbeing benefits, among others.

Please be prepared to pass a drug test and successfully pass a pre-employment (post offer) background check.

Ingram Micro Inc. is proud to be an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, gender, gender identity or expression, sexual orientation, national origin, genetics, disability, age, veteran status, or any other protected category under applicable law. With us, you'll make technology happen in surprising ways. It'll be a fun journey! Learn more at http://careers.ingrammicro.com

It's no surprise that technology powers the planet. But what might surprise you is that Ingram Micro has the ability to reach more than 90% of the global population. By joining us, you make Ingram Micro's contribution a reality: helping businesses grow, supporting industries from healthcare to education with their technology, or even connecting the world. what's in it for you? Well, we take great care of our people, everyone is made to feel welcome, and opportunities to grow apply to all. But the prospect of shaping the future through technology is something you're unlikely to find anywhere else. Let's shape tomorrow.