Sr Business Development Manager

Jobs Paloaltonetworks; California; Hybrid; USD 167,000 - 271,000; Full time

Job summary

Palo Alto Networks in the United States is seeking a Senior Business Development Manager for Cloud NGFW to drive adoption, pipeline, and revenue growth. You will partner across field sales, cloud alliances, product management, and marketing to design impactful GTM strategies that expand Cloud NGFW across enterprise and commercial customers.

The role emphasizes developing co‑sell programs with AWS and Azure, enabling sellers and partners, and tracking key metrics.

Qualifications

• 7+ years in business development, GTM strategy, or cloud security sales roles within enterprise cybersecurity or cloud ecosystems (AWS, Azure).
• Deep understanding of cloud networking and security architectures, including managed firewall services and CSP marketplaces.
• Proven ability to develop co-sell and partner programs with major CSPs and drive pipeline and revenue outcomes.
• Strong executive presence and ability to influence across cross-functional stakeholders—sales, alliances, product, and marketing.
• Experience navigating transition from hardware/perpetual to cloud-delivered subscription models.

Responsibilities

• Develop and execute GTM strategies to accelerate Cloud NGFW adoption across key segments.
• Partner with cloud alliances (AWS, Azure) to drive joint co‑sell and marketplace initiatives.
• Engage field sales and account teams to identify and execute opportunities; support deal reviews and pipeline health.
• Collaborate with product management and marketing to align GTM and influence roadmap.
• Design and scale enablement programs for sellers, partners, and cloud architects.
• Track and analyze Cloud NGFW metrics including pipeline, win rate, ARR growth, and provide insights to leadership.
• Champion the Cloud NGFW story through thought leadership and collaboration with alliance partner marketing teams.

Skills

GTM strategy

Cloud security sales

Executive presence

Cross-functional collaboration

Partner programs

Data-driven analysis

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

Senior Business Development Manager, Cloud NGFW

As a Senior Business Development Consultant, Cloud NGFW, you will drive adoption, pipeline, and revenue growth for Palo Alto Networks’ Cloud Next‑Generation Firewall (Cloud NGFW) — the industry's first enterprise‑grade firewall natively integrated into major cloud service providers (AWS, Azure). You’ll partner across our field sales, cloud alliances, product management, and marketing teams to design and execute high‑impact go‑to‑market (GTM) strategies that expand Cloud NGFW’s footprint across enterprise and commercial customers.

Your Impact

• Develop and execute GTM strategies to accelerate Cloud NGFW adoption across key customer segments — including net‑new and upsell motions.
• Partner with cloud alliances (AWS, Azure) to drive joint co‑sell programs, marketplace acceleration, and field enablement aligned to shared revenue goals.
• Engage field sales and account teams to identify, prioritize, and execute Cloud NGFW opportunities in strategic accounts; support key deal reviews and pipeline health analysis.
• Collaborate cross‑functionally with product management and marketing to ensure GTM alignment, influence product roadmap, and deliver consistent field messaging.
• Design and scale enablement programs for sellers, partners, and cloud architects — including playbooks, customer briefings, and joint workshops.
• Track and analyze Cloud NGFW performance metrics, including pipeline coverage, win rate, trial conversion, and ARR growth, providing insights back to leadership.
• Champion the Cloud NGFW story through thought leadership, field engagement, and collaboration with alliance partner marketing teams for campaigns and roadshows.

Qualifications

• 7+ years in business development, GTM strategy, or cloud security sales roles, ideally within enterprise cybersecurity or cloud ecosystems (AWS, Azure).
• Deep understanding of cloud networking and security architectures, including managed firewall services, cloud‑native integrations, and CSP marketplaces.
• Proven ability to develop co‑sell and partner programs with major CSPs and drive measurable pipeline and revenue outcomes.
• Strong executive presence and ability to influence across cross‑functional stakeholders — including sales, alliances, product, and marketing.
• Experience navigating transition from hardware/perpetual to cloud‑delivered subscription models.
• is a plus.
• Excellent analytical and communication skills with a passion for data‑driven GTM execution.

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‑missioned 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.

$167,300.00 - $270,600.00/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.