Senior Business Development Manager SLED (Unit 42) - Remote

Our Mission

At Palo Alto Networks® everything starts and ends with our mission:

Being the cybersecurity partner of choice, protecting our digital way of life.
Our vision is a world where each day is safer and more secure than the one before. We are a company built on the foundation of challenging and disrupting the way things are done, and we’re looking for innovators who are as committed to shaping the future of cybersecurity as we are.

Who We Are

We take our mission of protecting the digital way of life seriously. We are relentless in protecting our customers and we believe that the unique ideas of every member of our team contributes to our collective success. Our values were crowdsourced by employees and are brought to life through each of us everyday - from disruptive innovation and collaboration, to execution. From showing up for each other with integrity to creating an environment where we all feel included.

As a member of our team, you will be shaping the future of cybersecurity. We work fast, value ongoing learning, and we respect each employee as a unique individual. Knowing we all have different needs, our development and personal wellbeing programs are designed to give you choice in how you are supported. This includes our FLEXBenefits wellbeing spending account with over 1,000 eligible items selected by employees, our mental and financial health resources, and our personalized learning opportunities - just to name a few!

Your Career

As a Business Development Manager, you will support generating demand from Palo Alto Networks largest accounts, focused primarily on the public sector, specifically State and Local Government and Education (SLED) in the US as well as the Canadian public sector. Your portfolio includes Unit 42’s core suite of services, including incident response investigations, cyber risk management, and threat intelligence.

You will partner with Unit 42 consultants and Palo Alto Networks Account Managers and Sales Engineers to target accounts in your territory to build and deepen relationships, as well as position Unit 42 as their trusted security partners. In this role, you will drive outbound programs to generate demand for Unit 42’s services, and work with Account Managers to solve outcomes and articulate Unit 42’s differentiation and value proposition. You will own a territory largely composed of public sector accounts to drive Unit 42 bookings for above target.

Your Impact 

• Prior experience positioning cybersecurity consulting services with public sector customers while working in a fast-paced start-up environment

• You will build strategies with the relevant Palo Alto sales team stakeholders to drive the integration of Unit 42 services and increase overall customer sales

• Drive adoption and understanding of Unit 42’s suite of services within Palo Alto’s Sales and Channel Teams

• Responsible for proposal creation, executive and key stakeholder presentations, pricing strategy, and negotiations relating to Unit 42 services

• Attend industry conferences and events to present and demonstrate Unit 42’s value and experience

• Understand the current regulatory environment and market drivers as it relates to incident response and cybersecurity services

• Develop key growth programs strategies, approaches, and action plans

• Work in collaboration with Unit 42 executives and leadership teams to establish professional relationships and new business opportunities

• Handle multiple urgent opportunities simultaneously and ensure our clients receive the support they need when initially responding to a data breach and/or crisis requiring investigative services

Your Experience 

• BS technical degree or equivalent or equivalent military experience required

• 3+ years of positioning cybersecurity solutions

• Strong communication (written and verbal) and presentation skills, both internally and externally

• Public sector sales experience with relationships with key decision-makers

• Superb organizational skills

• "Whatever it takes" attitude and motivation to deliver above-quota performance

• Prior startup experience - experience being a hunter within a growing organization

• Experience working with other aligned Sales reps and Channel partners and an understanding of a channel-centric go-to-market approach

• Strong interpersonal skills and ability to effectively sell, foster client relationships and successfully negotiate mutual benefit on behalf of Unit 42 and clients

The Team

Unit 42 Consulting is Palo Alto Network's security advisory team. Our vision is to create a more secure digital world by providing the highest quality incident response, risk management, and digital forensic services to clients of all sizes. Our team is composed of recognized experts and incident responders with deep technical expertise and experience in investigations, data breach response, digital forensics, and information security. With a highly successful track record of delivering mission-critical cybersecurity solutions, we are experienced in working quickly to provide an effective incident response, attack readiness, and remediation plans with a focus on providing long-term support to improve our clients’ security posture. 

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 + performance-based bonus tied to the achievement of Key Sales Objectives (KSOs) is expected to be between $242,000 - $332,000/YR. The offered compensation may also include restricted stock units and a bonus. A description of our employee benefits may be found here.

Our Commitment

We’re problem solvers that 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  [email protected].

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.