Business Development Representative

Palo Alto Networks; Santa Clara (CA); On-site; USD 74,000 - 110,000; Full time

Job summary

Palo Alto Networks in Santa Clara is seeking a Business Development Representative to drive outbound sales of cybersecurity products. You will engage in high-volume cold calling, qualify leads, and hand them to Sales with detailed information.

You will build relationships with prospects and collaborate with inside and field sales teams to grow the pipeline. Ideal candidates have proven BDR or AE experience, Salesforce expertise, and the ability to explain technical concepts clearly.

Qualifications

• Proven work experience as a BDR, AE, or similar role.
• Hands-on experience with high-volume cold calling.
• Experience utilizing CRM software, specifically Salesforce.
• Understanding of sales performance metrics and ability to consistently achieve top results.
• Excellent communication and negotiation skills with a dependable, positive attitude.
• Ability to understand technical concepts and articulate them clearly to all levels of technical aptitude.
• Ability to adapt quickly and thrive in a fast-paced, dynamic sales environment.

Responsibilities

• Direct SQLs to Sales Districts with high efficiency and prioritization.
• Market cybersecurity products and services via telephone and email, cold-calling leads to create opportunities.
• Generate prospective customers through cold calling and lead qualification from Marketing programs and promotions.
• Follow up on pre-qualified leads with the sales team to ensure timely pipeline creation.
• Document all activities, customer interactions and sales metrics accurately in Salesforce.com.
• Set appointments for Field and Inside Sales Representatives, Account Executives, and prospective clients.
• Identify client needs and provide guidance around products and services to increase customer satisfaction.
• Build and maintain long-term relationships with clients, partners and internal stakeholders.
• Seek and develop new business opportunities in the market to drive revenue growth.
• Report to the Business Development Manager on weekly, monthly, and quarterly sales results.
• Stay up-to-date with new products, services, capabilities, pricing, and cybersecurity industry trends.
• Consistently meet or exceed performance metrics set by sales leaders and managers.

Skills

Cold calling

Salesforce

Communication

Negotiation

Explain technical concepts

Sales experience

Education

BS degree in Marketing, Business Administration, or related field

Tools

Salesforce

MS Excel

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

Job Summary

As a Business Development Representative (BDR), you will play a critical role in fulfilling our company mission by pitching industry-leading cybersecurity products to secure digital environments. You will leverage your tenacity, strong work ethic, and coachability to engage in cold-calling, selling, and navigating customer interactions with resilience. This role offers the opportunity to continuously learn and collaborate with a team of smart, hardworking professionals dedicated to changing the world. You will confidently build relationships and drive impactful sales outcomes in a fast-paced environment.

Key Responsibilities

• Direct Sales Qualified Leads (SQLs) to specific Sales Districts with high efficiency and prioritization.
• Market cybersecurity products and services via telephone and email, cold-calling leads to create opportunities.
• Generate prospective customers through cold calling and lead qualification from Marketing programs and promotions.
• Follow up on pre-qualified leads with the sales team to ensure timely pipeline creation.
• Document all activities, customer interactions and sales metrics accurately in Salesforce.com.
• Set appointments for Field and Inside Sales Representatives, Account Executives, and prospective clients.
• Identify client needs and provide guidance around products and services to increase customer satisfaction.
• Build and maintain long-term relationships with clients, partners and internal stakeholders.
• Seek and develop new business opportunities in the market to drive revenue growth.
• Report to the Business Development Manager on weekly, monthly, and quarterly sales results.
• Stay up-to-date with new products, services, capabilities, pricing, and cybersecurity industry trends.
• Consistently meet or exceed performance metrics set by sales leaders and managers.

Qualifications

Required Qualifications

• Proven work experience as a Business Development Representative, Sales Account Executive, or similar role.
• Hands-on experience with multiple sales techniques, including high-volume cold calling.
• Experience utilizing CRM software, specifically Salesforce, for activity tracking and reporting.
• Understanding of sales performance metrics and ability to consistently achieve top results.
• Excellent communication and negotiation skills with a dependable, positive attitude.
• Ability to understand technical concepts and articulate them clearly to all levels of technical aptitude.
• Ability to adapt quickly and thrive in a fast-paced, dynamic sales environment.

Preferred Qualifications

• BS degree in Marketing, Business Administration, or a related relevant field.
• Familiarity with MS Excel, including the ability to analyze spreadsheets and charts.
• Ability to deliver engaging presentations to internal stakeholders and prospective clients.

BDR Leveling Guide - Comp Ranges

• BDR 1 - Min 0 to 6 months of proven experience in a high volume sales environment - could be past internship experience] - $62,000 - $78,000 - $94,000
• BDR 2 - Min 6 months - 18 months of proven experience in a high volume sales environment - as a Business Development Representative, Customer Service, Sales Account Executive or similar role [could be past internship experience] - $68000 - $85,000 - $102,000
• Sr. BDR - Min 18 months - 3 years of proven experience in a high volume sales environment - as a Business Development Representative, Customer Service, Sales Account Executive or similar role - $74,000 - $92,000 - $110,000

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/com-mission