Senior Business Development Manager, Cloud NGFW
About The Position
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. This is a strategic and highly consultative role focused on enabling co-sell success with cloud providers, scaling demand-generation initiatives, and accelerating customer transformation from native or legacy firewalls to Palo Alto Networks’ Cloud NGFW service.
Requirements
- 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.
- Excellent analytical and communication skills with a passion for data-driven GTM execution.
Nice To Haves
- Experience navigating transition from hardware/perpetual to cloud-delivered subscription models.
- is a plus.
Responsibilities
- 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.
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What This Job Offers
Job Type
Full-time
Career Level
Mid Level
Education Level
No Education Listed
Number of Employees
5,001-10,000 employees
