Business Development Manager (Temp to Full-Time)

Palo Alto Networks, Inc.; California City (CA); Remote; USD 150,000 - 210,000; Full time

Job summary

Palo Alto Networks, Inc. is seeking a Principal Business Development Manager for Unit 42 to drive growth in consulting services across the assigned territory.

You will partner with core sales teams, win large-scale engagements, and influence C-level discussions to expand Unit 42’s market presence. The role requires executive presence, a track record of six- to seven-figure deals, and expertise in cybersecurity services such as Offensive Security, Incident Response, or Risk Management.

Qualifications

• Bachelor's degree or equivalent experience.
• 10+ years in business development or sales leadership in cybersecurity.
• Proven track record of exceeding multi-million dollar sales quotas in enterprise sales.

Responsibilities

• Proactively identify, generate, and qualify new opportunities to build a robust pipeline for Unit 42 consulting services.
• Develop and execute comprehensive account and regional strategies with leadership to exceed bookings goals.
• Serve as a trusted expert to Palo Alto Networks' core sales teams, leading high-level Unit 42 conversations to accelerate services adoption.

Skills

C-level relationships

MEDDIC

Enterprise sales

Forecasting

Negotiation

Strategic partnerships

Education

Bachelor's degree or equivalent experience

Tools

SFDC

CRM software

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. In order to be the cybersecurity partner of choice, we must trailblaze the path and shape the future of our industry. Disruption, Collaboration, Execution, Integrity, and Inclusion. This role is remote, but distance is no barrier to impact. Our hybrid teams collaborate across geographies to solve big problems, stay close to our customers, and grow together. As a Principal Business Development Manager for Unit 42, you will be the strategic spearhead responsible for expanding our consulting services and driving substantial revenue growth in your assigned territory. You will act as a trusted expert and partner to our core sales organization, pioneering new business, building C-level relationships, and negotiating complex enterprise engagements to increase Unit 42’s market share and solidify our brand as an elite security advisory team.

• Proactively identify, generate, and qualify new opportunities to build a robust pipeline for Unit 42 consulting services.
• Develop and execute comprehensive account and regional strategies in collaboration with leadership to exceed bookings goals.
• Serve as a trusted expert to Palo Alto Networks' core sales teams, leading high-level, Unit 42-specific conversations to accelerate services adoption.
• Establish and cultivate strong relationships with C-level executives and senior decision-makers (CISO, CSO, CIO), articulating the business value of Unit 42's offerings.
• Maintain precise account intelligence and provide accurate forecasting of business opportunities using SFDC to inform strategic leadership decisions.
• Bachelor's degree or equivalent experience.
• ~10+ years of progressive experience in Business Development or Sales leadership roles within the cybersecurity industry.
• ~ A consistent and demonstrable track record of significantly exceeding multi-million dollar sales quotas in an enterprise sales role.
• ~ At least 10 years of experience selling complex security solutions or services, including Offensive Security, Incident Response, or Risk Management.
• ~ Mastery of MEDDIC or a similar rigorous sales methodology with demonstrated success closing complex, six-figure transactions with large enterprises.
• Executive presence with the ability to translate complex technical benefits into business outcomes for C-suite stakeholders.

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/com-missioned roles) is expected to be the annual range listed below. The offered compensation may also include restricted stock units and a bonus. We’re trailblazers that dream big, take risks, and challenge cybersecurity’s status quo. 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 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? Please note that we will not sponsor applicants for work visas for this position.