Sr Business Development Manager

Palo Alto Networks•Office - USA - CA - Headquarters, CA

1d•$167,300 - $270,600

About The Position

The Senior Business Development Manager, Cloud NGFW drives adoption, pipeline, and revenue growth for Palo Alto Networks’ Cloud Next-Generation Firewall, an enterprise-grade firewall integrated with major cloud service providers including AWS and Azure. The role partners with field sales, cloud alliances, product management, and marketing to develop and execute go-to-market strategies that expand Cloud NGFW across enterprise and commercial customers. It focuses on co-sell success with cloud providers, demand generation, and helping customers transition from native or legacy firewalls to Palo Alto Networks’ Cloud NGFW service.

Requirements

At least 7 years of experience in business development, go-to-market strategy, or cloud security sales roles, ideally within enterprise cybersecurity or cloud ecosystems such as AWS or Azure.
Deep understanding of cloud networking and security architectures, including managed firewall services, cloud-native integrations, and cloud service provider marketplaces.
Demonstrated ability to develop co-sell and partner programs with major cloud service providers and drive measurable pipeline and revenue outcomes.
Strong executive presence and ability to influence cross-functional stakeholders, including sales, alliances, product, and marketing.
Experience navigating the transition from hardware or perpetual models to cloud-delivered subscription models.
Excellent analytical and communication skills, with a passion for data-driven go-to-market execution.

Nice To Haves

Experience in enterprise cybersecurity or cloud ecosystems such as AWS or Azure.

Responsibilities

Develop and execute go-to-market strategies to accelerate Cloud NGFW adoption across customer segments, including net-new and upsell motions.
Partner with AWS and Azure cloud alliances to drive joint co-sell programs, marketplace acceleration, and field enablement aligned to shared revenue goals.
Work with field sales and account teams to identify, prioritize, and execute opportunities in strategic accounts; support key deal reviews and pipeline health analysis.
Collaborate with product management and marketing to align go-to-market efforts, influence the 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, and provide insights to leadership.
Promote the Cloud NGFW story through thought leadership, field engagement, and collaboration with alliance partner marketing teams on campaigns and roadshows.