Manager, Business Development

Company Description

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.

FLEXWORK is an employee-centric reimagining of how we work. We built FLEXWORK based on employee feedback – it is about flexibility, trust, and choice whenever possible. It’s been a journey of disruption that has yielded the best of our values. We offer as much flexibility as possible, and choices that enable you to be most productive, including benefits that meet your needs and learning opportunities that you feel passionate about.

Job Description

Your Career

Managing a Business Development team is not an easy task. This is the opportunity for those interested in being a part of something bigger than themselves. We are out to fulfill our company mission with the strongest products in the industry. Being a BD Manager  means handling rejection well, but persevering, regardless. It means leading, cold-calling, selling, and pitching our products to people who are under tremendous pressure to secure their digital environments. And it means sticking with it with a level of tenacity defined only by your commitment to seeing a sale through.

To fit in this role, you are personable, collaborative, and a mentor who instills a learning environment and demonstrates a strong work ethic. You are confident in who you are and able to enjoy the personable interactions that come with a job in sales leadership. Becoming a part of the management team means you will be surrounded by amazing, smart and hardworking peers and that’s a great place to be.

We expect office-based employees to be in the office four days per week, with one day working from where they choose. We believe being together facilitates casual conversations and those magic moments where we can work on issues and ideas informally. These moments build capability and deepen trusted relationships and allow our people to feel safe in taking risks and being disruptive. Like so many companies, we are working through the details and things could change …. but in general if a role is deemed office-based we want our teams to be together four days per week.

Your Impact

• You’ll lead a team that arguably has one of the toughest jobs in the building - The Business Development team is the glue between marketing and sales, responsible for carrying the baton from marketing lead to sales opportunity - The primary focus of this team is to consistently and efficiently meet a monthly quota of booking “Sales Qualified Opportunities” for the Account Reps
• Oversee the daily activities and quota performance management of individual BDRs to ensure key performance metrics are met
• Mentor new BDRs with training, including product knowledge, buyer personas, competition, tools training, and plenty of role-plays
• Provide BDRs with a coaching cadence of time management, objection handling, prospecting tactics, and active listening skills
• Strategize with sales and marketing counterparts on pipeline and prospecting initiatives to meet company objectives
• Review and maintain metrics to ensure accurate management reports
• Analyze Outreach cadences with an eye towards continual improvement and up-to-date messaging, by buyer persona and by industry
• Work closely with marketing, and sales to ensure the BDR onboarding program and ongoing training is up-to-date and best-in-class Partner with sales and marketing operations to ensure the BDR team has the best tools to do their job, and that they are configured to ensure BDR efficiency and productivity, especially Salesforce, and Outreach
• Ensure sales accepted opportunities are sourced in accordance with company targets, and that our Account Executives have enough opportunities to work with to be fully productive

Qualifications

Your Experience

• Previous work experience managing successful inbound and outbound BDR teams
• Ability to understand technical concepts, possess enthusiasm for technology and to articulate clearly to all levels of technical aptitude
• Ability to adapt quickly to a fast-paced environment
• Proven work experience as a Business Development Manager, Sales Account Executive or Sales Management Role
• Hands-on experience with multiple sales techniques (including cold calls)
• Track record of achieving sales quotas
• Experience with CRM software (e.g. Salesforce)
• Familiarity with MS Excel and/ or  Google Suite  (analyzing spreadsheets and charts)
• Understanding of sales performance metrics
• Excellent communication and negotiation skills
• Ability to deliver engaging presentations
• BS degree in Marketing, Business Administration or relevant field or equivalent military experience required

Additional Information

The Team

We work hand-in-hand with organizations around the world as they move to a more secure environment. As Manager of the Business Development team, you find and create opportunities, forming relationships with organizations seeking a trusted partner.

You are empowered with unmatched systems and tools, including 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.

Our Commitment

We’re trailblazers that dream big, 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.

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/com-missioned roles) is expected to be between $151,800/yr to $245,500/yr. The offered compensation may also include restricted stock units and a bonus. A description of our employee benefits may be found here.

Please note that we will not sponsor applicants for work visas for this position.