业务发展经理 - Unit 42
Business Development Manager - Unit 42
我们的使命
在Palo Alto Networks®，我们因共同的使命而团结——保护我们的数字生活方式。我们在创新与影响的交汇点上蓬勃发展，用尖端技术和大胆的思维解决现实问题。在这里，每个人都有发言权，每个想法都至关重要。如果你准备好与同样充满热情的人一起，开展职业生涯中最有意义的工作，那么你来对地方了。
我们是谁
为了成为首选的网络安全合作伙伴，我们必须开拓道路，塑造行业的未来。这是我们的员工每天都在努力实现的，由我们的价值观定义：颠覆、协作、执行、诚信和包容。我们将人工智能融入每项工作中，并利用它来增强每个人的影响。如果你热衷于解决现实问题，并与最优秀的人一起构思创意，我们邀请你加入我们！
这个职位是远程办公，但距离不会阻碍影响力。我们的混合团队跨地域协作，解决大问题，贴近客户，并共同成长。你将加入一个重视信任、责任和共同成功的文化，你的工作真正有意义。
职位概述
你的职业你的角色将围绕关系管理，以实现收入、市场份额和每个销售细分领域的深度的可衡量成果。你的成功将涵盖在你所在地区与Palo Alto Networks核心销售组织及渠道合作制定并执行独特的商业计划。
业务发展：直接推动收入，超越指定合作伙伴和新项目的预订目标寻找并开发新客户，同时增长现有客户和合作伙伴关系。识别、创建并实施全面的客户策略，以在你负责区域内与企业客户共同发展新业务并推动扩展增长。规划、协商并完成企业合同，以超越所有预订和收入目标。与关键高管和高级决策者建立联系并创造积极的商业关系。在该地区开发新客户和/或扩展现有客户。运用你对网络安全行业、市场格局、技术和产品的了解，向潜在和现有客户介绍Unit 42产品和服务的商业价值。与你所在地区的选定合作伙伴建立关系，以利用他们的资源
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Our Mission
At Palo Alto Networks®, we’re united by a shared mission—to protect our digital way of life. We thrive at the intersection of innovation and impact, solving real-world problems with cutting-edge technology and bold thinking. Here, everyone has a voice, and every idea counts. If you’re ready to do the most meaningful work of your career alongside people who are just as passionate as you are, you’re in the right place.
Who We Are
In order to be the cybersecurity partner of choice, we must trailblaze the path and shape the future of our industry. This is something our employees work at each day and is defined by our values: Disruption, Collaboration, Execution, Integrity, and Inclusion. We weave AI into the fabric of everything we do and use it to augment the impact every individual can have. If you are passionate about solving real-world problems and ideating beside the best and the brightest, we invite you to join us!
This role is remote, but distance is no barrier to impact. Our hybrid teams collaborate across geographies to solve big problems, stay close to our customers, and grow together. You will be part of a culture that values trust, accountability, and shared success where your work truly matters.Job Summary
Your CareerYour role will centre on relationship management to achieve measurable results in increased revenue, market share, and depth within each sales segment. Your success will span the creation and execution of unique business plans in your region, in partnership with other Palo Alto Networks core sales organizations and channels.Business Development: Directly drive revenue by exceeding bookings goals for assigned partners and new initiativesFind and generate new customers, while also growing existing accounts and partnerships.Identify, create, and implement a comprehensive account strategy to develop new business and drive expansion growth with enterprise customers across your territoryScope, negotiate, and close enterprise contracts to exceed all bookings and revenue targets.Establish access and create positive business relationships with key executives and senior-level decision-makersDevelop new accounts and/or expand existing accounts within the regionApply your knowledge of the cybersecurity industry, market landscape, technology, and products to educate prospective and current customers on the business value of Unit 42’s offerings and services.Develop relationships with select partners in your region to leverage their account presence and drive new growth and further penetration of Expanse’s solutionsMaintain accurate and up-to-date account intelligence in SFDC, including regular forecasting of business opportunities to Sales and executive leadershipProactively identify up-sell opportunities and grow revenueCapture and nurture CISO and executive relationships to influence recurring strategic spend and product pull throughCustomer Success: Ensure customers are maximizing their return on investment by owning the customer's on-boarding, adoption, satisfaction, and advocacy across a portfolio of customers.Provide high-touch/white-glove customer outreach immediately post-close to shepherd customers through the on-boarding processDrive adoption by ensuring customers apply their purchased offering hours in a timely manner.Serve as the first line of defense in solving customer support requests, and coordinate and prioritize timely resolutions with consulting teamsDevelop a trusted advisor relationship with customer stakeholders, executive sponsors, and partners to drive cybersecurity solution adoption and ensure they are leveraging the solution to achieve full business valueEnsure continual communication with customers regarding Unit 42 messaging, current offerings, and eventsServe as a customer advocate in influencing the service and product roadmap.Manage performance metrics such as CSAT, renewal rate, up-sell/cross-sell lead identification, and adoptionQualifications
Your Experience Experience in Business Development and Sales roles within the cybersecurity industryExperience in Customer Success with an understanding of the customer journeyA track record of exceeding sales quotas as a Major/Large Account Manager, Regional Sales Manager/Channel Sales, or Enterprise seller focused on F1000 accounts in high-growth companiesAt least 4 years of experience selling Enterprise Security solutions. This includes SOC security-based products or services, such as Incident Response, Breach Management, Malware/Exploit Prevention, and SIEM. Experience with Subscription or SaaS solutions as a direct contributor is preferredDeep understanding of channel partners and a channel-centric go-to-market approach in your region.In-depth knowledge of how specific industries might leverage security solutions and the ability to succinctly translate complex technical benefits to solve high-leverage business problemsProven track record of managing customer escalations, balancing customer expectations, and negotiating successful resolutionsAbility to work in a fast-paced environment and multi-taskWillingness to work flexibly as needed and be flexible for travelOur 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 .
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.
Is role eligible for Immigration Sponsorship? No. Please note that we will not sponsor applicants for work visas for this position.Originally posted on Himalayas