Principal Business Development Manager

Palo Alto Networks, Inc.; California; Remote; USD 246,000 - 338,000; Full time

Benefits offered by this job

Remote work option

Job summary

Palo Alto Networks, Inc. is seeking a Principal Business Development Manager for Unit 42. This role drives consulting services growth, builds trusted C-level relationships, and negotiates complex enterprise engagements to expand Unit 42's market leadership.

You will partner with sales, lead strategic initiatives, and leverage partners to maximize bookings while maintaining a focus on high-value security advisory engagements.

Qualifications

• Bachelor's degree or equivalent experience.
• 10+ years in BD or sales leadership in cybersecurity.
• 10+ years selling complex security solutions (Offensive Security, Incident Response, or Risk Management).
• Mastery of MEDDIC or similar rigorous sales methodology with success closing complex, six-figure enterprise deals.

Responsibilities

• Identify, qualify, and grow opportunities to build a robust pipeline for Unit 42 consulting services.
• Develop and execute account and regional strategies to exceed bookings goals.
• Lead high-level, Unit 42-specific conversations to accelerate services adoption.
• Scope, negotiate, and close sophisticated enterprise contracts; exceed revenue targets.
• Establish and cultivate executive-level relationships with C-suite stakeholders and decision-makers.

Skills

MEDDIC methodology

Executive presence

Channel partnerships

Enterprise sales

Complex deal closing

Education

Bachelor's degree or equivalent experience

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!

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. You will be part of a culture that values trust, accountability, and shared success where your work truly matters.

Job Summary

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.

Key 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 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.
• Scope, negotiate, and close sophisticated enterprise contracts, consistently exceeding all bookings and revenue targets.
• 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.
• Collaborate seamlessly with internal stakeholders and leverage strategic regional partners to maximize growth and ensure flawless execution.
• Maintain precise account intelligence and provide accurate forecasting of business opportunities using SFDC to inform strategic leadership decisions.

Qualifications

Required Qualifications

• 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.

Preferred Qualifications

• Profound understanding of the global channel partner ecosystem and a proven ability to leverage a channel‑centric go‑to‑market approach.
• Executive presence with the ability to translate complex technical benefits into business outcomes for C-suite stakeholders.
• An entrepreneurial mindset with a passion for scaling new and emerging technology offerings in a fast‑paced environment.

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.

$245,600.00 - $337,700.00/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.