Business Development Representative Palo Alto Networks

Ingram Micro • Buffalo, NY

2d

About The Position

Ingram Micro is seeking a Business Development Representative to develop and grow relationships with distribution-managed partners, create sales pipeline, increase solution adoption, and support revenue growth across an assigned territory. The role combines business development, partner enablement, account growth, and strategic relationship management to expand market share and deliver business outcomes.

The representative works with sales teams, technical resources, and partner organizations to identify opportunities, execute growth strategies, and provide consultative support. Responsibilities include recruiting and onboarding partners, generating qualified opportunities, supporting revenue and retention initiatives, analyzing account performance, and sharing market insights. The position uses CRM and sales tools to track activity, manage opportunities, and report accurately.

Requirements

• Bachelor's degree or 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.
• 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 within 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 strategic 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.
• Provide partners with guidance, business insights, and ongoing support as a trusted advisor.
• Deliver training, presentations, and enablement activities to improve partner sales effectiveness.
• Coordinate with technical and sales resources to align solutions with customer and partner business objectives.
• Build long-term relationships that support 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 business growth.
• Support renewal retention and increase wallet share within existing accounts.
• Analyze account performance and recommend continued growth opportunities.
• 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
• Potential merit increases, annual bonus or sales incentives, and long-term incentives for eligible roles

What This Job Offers

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