Principal Business Development Manager

Palo Alto Networks•Seattle, WA

1d•$245,600 - $337,700•Remote

About The Position

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.

Requirements

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.

Nice To Haves

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.

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.