Business Development Manager

Palo Alto Networks, Inc.; Santa Clara (CA); On-site; USD 168,000 - 231,000; Full time

Job summary

Palo Alto Networks is seeking a seasoned Business Development Manager in Santa Clara, CA to define and execute strategic partnerships and BD initiatives. You will lead a team, close high-impact deals, and collaborate with senior leaders across product, engineering, marketing, and sales to shape our go-to-market strategy.

The role requires 5+ years in leadership, a strong cybersecurity network, and outstanding executive communication.

Qualifications

• Leadership and people-management experience in tech
• Strong network in technology and cybersecurity industries
• Proven track record of closing multi-million dollar strategic deals
• Exceptional executive communication, negotiation and presentation skills
• Ability to translate market dynamics into actionable business strategies and financial models
• Strategic thinker capable of high-level oversight and detailed negotiations

Responsibilities

• Define and execute strategic partnerships and BD initiatives across the business
• Build and lead a high-performing BD team and foster a culture of excellence
• Lead the most critical partnership negotiations from start to contract
• Collaborate with senior leaders across product, engineering, marketing and sales
• Analyze market trends to identify growth opportunities and partnerships
• Present business cases and dashboards to executives to guide decisions

Skills

Leadership

Industry network

Deal closing

Executive communication

Analytical skills

Strategic thinking

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

We are seeking a seasoned and strategic Business Development Manager to join Palo Alto Networks. This leader will be responsible for defining and executing our strategic partnership and business development initiatives across key areas of our business. You will lead a team, identify and close complex, high-impact partnerships, and collaborate with senior leadership to shape our go-to-market strategy.

Your Impact

• Strategic Leadership: Develop and own the overall business development strategy for your assigned area, identifying white space opportunities, and defining the partnership landscape
• Team Management: Recruit, mentor, and lead a high-performing team of business development professionals, fostering a culture of excellence, accountability, and growth
• Partnership Execution: Personally lead the most critical and complex partnership negotiations, from initial contact to contract execution, ensuring alignment with our long-term strategic goals
• Cross-Functional Influence: Serve as the primary business development liaison to senior leaders across product, engineering, marketing, and sales. Secure buy-in and resources for strategic initiatives and ensure flawless execution
• Market Intelligence: Stay ahead of market trends, competitive shifts, and technological innovations to proactively identify new opportunities for growth and partnership
• Reporting & Analysis: Develop and present compelling business cases, financial models, and performance dashboards to executive leadership to guide decision-making and measure success
• Brand Ambassador: Represent Palo Alto Networks as a thought leader at key industry events, building and nurturing a powerful network of relationships with potential partners and influencers

Qualifications

• 5 years in a leadership or people management role
• Deep expertise and a strong network within the technology and cybersecurity industries
• Proven track record of building and leading successful business development teams and closing multi-million dollar, strategic deals
• Exceptional executive-level communication, negotiation, and presentation skills. You can articulate a vision and influence key stakeholders
• Strong analytical skills with the ability to translate complex market dynamics into actionable business strategies and financial models
• A strategic thinker who can operate at a high level while also being able to dive into the details of a negotiation

Compensation Disclosure

The compensation offered for this position will depend on qualifications, experience, and work location. For candidates who receive an offer at the posted level, the starting base salary (for non-sales roles) or base salary + commission target (for sales / commissioned roles) is expected to be the annual range listed below. The offered compensation may also include restricted stock units and a bonus. A description of our employee benefits may be found here.

$168,000.00 - $231,000.00/yr

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.