Manager, Business Development

Our Mission

At Palo Alto Networks® everything starts and ends with our mission:

Being the cybersecurity partner of choice, protecting our digital way of life.
Our vision is a world where each day is safer and more secure than the one before. We are a company built on the foundation of challenging and disrupting the way things are done, and we’re looking for innovators who are as committed to shaping the future of cybersecurity as we are.

Who We Are

We take our mission of protecting the digital way of life seriously. We are relentless in protecting our customers and we believe that the unique ideas of every member of our team contributes to our collective success. Our values were crowdsourced by employees and are brought to life through each of us everyday - from disruptive innovation and collaboration, to execution. From showing up for each other with integrity to creating an environment where we all feel included.

As a member of our team, you will be shaping the future of cybersecurity. We work fast, value ongoing learning, and we respect each employee as a unique individual. Knowing we all have different needs, our development and personal wellbeing programs are designed to give you choice in how you are supported. This includes our FLEXBenefits wellbeing spending account with over 1,000 eligible items selected by employees, our mental and financial health resources, and our personalized learning opportunities - just to name a few!

At Palo Alto Networks, we believe in the power of collaboration and value in-person interactions. This is why our employees generally work full time from our office with flexibility offered where needed. This setup fosters casual conversations, problem-solving, and trusted relationships. Our goal is to create an environment where we all win with precision.

Your Career

We are seeking a seasoned and strategic Business Development Manager to join Palo Alto Networks. This leader will be responsible for defining and executing our strategic partnership and business development initiatives across key areas of our business. You will lead a team, identify and close complex, high-impact partnerships, and collaborate with senior leadership to shape our go-to-market strategy.

Your Impact:

• Strategic Leadership: Develop and own the overall business development strategy for your assigned area, identifying white space opportunities, and defining the partnership landscape
• Team Management: Recruit, mentor, and lead a high-performing team of business development professionals, fostering a culture of excellence, accountability, and growth
• Partnership Execution: Personally lead the most critical and complex partnership negotiations, from initial contact to contract execution, ensuring alignment with our long-term strategic goals
• Cross-Functional Influence: Serve as the primary business development liaison to senior leaders across product, engineering, marketing, and sales. Secure buy-in and resources for strategic initiatives and ensure flawless execution
• Market Intelligence: Stay ahead of market trends, competitive shifts, and technological innovations to proactively identify new opportunities for growth and partnership
• Reporting & Analysis: Develop and present compelling business cases, financial models, and performance dashboards to executive leadership to guide decision-making and measure success
• Brand Ambassador: Represent Palo Alto Networks as a thought leader at key industry events, building and nurturing a powerful network of relationships with potential partners and influencers

Your Experience 

• Bachelor's degree required; an MBA or equivalent is strongly preferred or military experience required
• 5 years in a leadership or people management role
• Deep expertise and a strong network within the technology and cybersecurity industries
• Proven track record of building and leading successful business development teams and closing multi-million dollar, strategic deals
• Exceptional executive-level communication, negotiation, and presentation skills. You can articulate a vision and influence key stakeholders
• Strong analytical skills with the ability to translate complex market dynamics into actionable business strategies and financial models
• A strategic thinker who can operate at a high level while also being able to dive into the details of a negotiation

The Team

Our sales team members work hand-in-hand with large organizations around the world to keep their digital environments protected. We educate, inspire, and empower our potential clients in their journey to security.  We also work closely with other segments of our sales organization to provide the best customer experience: Renewals, Field Team, Marketing, Sales Engineers, etc. 

As part of our sales team, you are empowered with unmatched systems and tools, constantly updated research and sales libraries, and a team built on joint success. You won’t find someone at Palo Alto Networks that isn’t committed to your success – with everyone pitching in to assist when it comes to solutions selling, learning, and development. As a member of our sales team, you are motivated by a solutions-focused sales environment and find fulfillment in working with clients to resolve incredibly complex cyberthreats. 

Compensation Disclosure

The compensation offered for this position will depend on qualifications, experience, and work location. For candidates who receive an offer at the posted level, the starting base salary (for non-sales roles) or base salary + commission target (for sales/commissioned roles) is expected to be between $175,000 - 241,000/YR. The offered compensation may also include restricted stock units and a bonus. A description of our employee benefits may be found here.

Our Commitment

We’re problem solvers that take risks and challenge cybersecurity’s status quo. It’s simple: we can’t accomplish our mission without diverse teams innovating, together.

We are committed to providing reasonable accommodations for all qualified individuals with a disability. If you require assistance or accommodation due to a disability or special need, please contact us at  [email protected].

Palo Alto Networks is an equal opportunity employer. We celebrate diversity in our workplace, and all qualified applicants will receive consideration for employment without regard to age, ancestry, color, family or medical care leave, gender identity or expression, genetic information, marital status, medical condition, national origin, physical or mental disability, political affiliation, protected veteran status, race, religion, sex (including pregnancy), sexual orientation, or other legally protected characteristics.

All your information will be kept confidential according to EEO guidelines.