Business Development Representative Palo Alto Networks

Ingram Micro • Buffalo, NY

4d • $49,500 - $79,200

About The Position

The Business Development Representative develops and grows relationships with distribution-managed partners, creates sales pipeline, increases solution adoption, and supports revenue growth initiatives. The role combines business development, partner enablement, account growth, and strategic relationship management to expand market share and deliver business outcomes. Working with sales teams, technical resources, and partner organizations, the representative identifies opportunities, executes growth strategies, and provides consultative support to help partners succeed.

Requirements

• Bachelor's degree or an equivalent combination of education and experience.
• At least 2 years of experience in business development, sales, account management, customer success, partner management, or another customer-facing role.
• Experience generating leads, developing pipeline, and identifying growth opportunities.
• Strong verbal, written, presentation, and interpersonal communication skills.
• Demonstrated ability to build and maintain professional business relationships.
• Strong organizational, analytical, and time-management skills.
• Ability to manage multiple priorities in a fast-paced environment.
• Experience using CRM systems and Microsoft Office applications.
• Ability to collaborate effectively across teams and influence stakeholders.

Nice To Haves

• Experience in technology, IT distribution, cloud, SaaS, cybersecurity, software, or related industries.
• Experience working with channel partners, resellers, distributors, or vendor-aligned sales organizations.
• Knowledge of partner enablement, channel sales, and ecosystem-driven growth strategies.
• Experience with consultative selling, account planning, and solution-based sales methodologies.
• Experience delivering customer presentations, workshops, training sessions, or business reviews.
• Familiarity with analytics, business intelligence tools, and data-driven sales strategies.
• Proven success achieving or exceeding sales, pipeline, partner growth, or business development objectives.

Responsibilities

• Develop and expand relationships with distribution-managed partners in an assigned territory.
• Identify, recruit, and onboard new partners to increase market coverage and business growth.
• Increase active partner participation and engagement across the portfolio.
• Execute growth initiatives to expand market share and support long-term partner success.
• Generate qualified sales opportunities through proactive outreach, relationship development, and account planning.
• Identify net-new customer acquisition, cross-sell, upsell, and renewal opportunities.
• Collaborate with internal sales teams to develop and execute account growth strategies.
• Maintain an active pipeline and manage opportunities through the sales cycle.
• Advise and support partners with business guidance and insights.
• Deliver training, presentations, and enablement activities to improve partner sales effectiveness.
• Collaborate with technical and sales resources to align solutions with customer and partner business objectives.
• Build long-term partner relationships that promote loyalty, engagement, and sustained growth.
• Identify opportunities to expand existing business relationships and support revenue-generating initiatives.
• Drive partner adoption of solutions, programs, and services that contribute to growth.
• Support renewal retention and increase wallet share within existing accounts.
• Analyze account performance and recommend opportunities for continued growth.
• Monitor industry trends, market conditions, competitive activity, and customer needs.
• Share marketplace insights and feedback with internal stakeholders to support business planning.
• Collaborate with sales, marketing, partner teams, and business leaders to achieve growth objectives.
• Use CRM and sales tools to track activity, manage opportunities, and maintain accurate reporting.

Benefits

• Healthcare benefits
• Paid time off
• Parental leave
• 401(k) plan and company match
• Short-term and long-term disability coverage
• Basic life insurance
• Wellbeing benefits
• Merit increases, annual bonus or sales incentives, and long-term incentives for eligible roles

What This Job Offers

• Job Type: Full-time
• Career Level: Entry Level