Principal Business Development Manager

Palo Alto Networks

. Identify, generate, and qualify new opportunities for Unit 42 consulting services .

Posted 10/12/2026full-timeRemote • Washington • United StatesLead💰 $245,600 - $337,700 per yearWebsite

Core Competencies

Role fit

Core Competencies

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Demonstrates extensive experience in Business Development and Sales leadership within the cybersecurity industry, with a proven track record of exceeding multi-million dollar sales quotas and closing complex transactions. Possesses strong executive presence and the ability to articulate technical benefits to C-suite stakeholders while leveraging a channel-centric go-to-market approach.

Highest-signal resume keywords

Business DevelopmentSales LeadershipCybersecurity Industry ExperienceMEDDIC Sales MethodologyComplex Security Solutions Sales

ATS Keywords

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Applicant Tracking System Keywords

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Hard Skills

Account Strategy DevelopmentOpportunity ForecastingContract NegotiationRevenue GrowthSales Quota ExceedingEnterprise SalesIncident ResponseRisk ManagementOffensive SecurityChannel-Centric Go-To-Market Approach

Soft Skills

Executive PresenceRelationship BuildingCollaborationCommunicationEntrepreneurial Mindset

Tools & Technologies

SFDC

Industry Keywords

C-Level EngagementGlobal Channel Partner EcosystemSales MethodologyConsulting ServicesStrategic Partnerships

Tech Stack

Tools & technologies

Cyber SecuritySFDC

About the role

Key responsibilities & impact

Identify, generate, and qualify new opportunities for Unit 42 consulting services
Develop and execute account and regional strategies with leadership to exceed bookings goals
Serve as a trusted expert to core sales teams and lead Unit 42-specific conversations
Scope, negotiate, and close sophisticated enterprise contracts
Exceed bookings and revenue targets
Establish and cultivate relationships with C-level executives and senior decision-makers
Articulate the business value of Unit 42 offerings
Collaborate with internal stakeholders and strategic regional partners
Maintain precise account intelligence
Provide accurate opportunity forecasting using SFDC
Expand Unit 42 consulting services and drive revenue growth in the assigned territory

Requirements

What you’ll need

Bachelor's degree or equivalent experience
10+ years of progressive experience in Business Development or Sales leadership roles within the cybersecurity industry
Demonstrable track record of significantly exceeding multi-million dollar sales quotas in an enterprise sales role
At least 10 years of experience selling complex security solutions or services, including Offensive Security, Incident Response, or Risk Management
Mastery of MEDDIC or a similar rigorous sales methodology
Demonstrated success closing complex, six-figure transactions with large enterprises
Profound understanding of the global channel partner ecosystem
Proven ability to leverage a channel-centric go-to-market approach
Executive presence and ability to translate complex technical benefits into business outcomes for C-suite stakeholders
Entrepreneurial mindset and passion for scaling new and emerging technology offerings
No immigration sponsorship is provided; applicants must not require employer-sponsored work visas

Benefits

Comp & perks

Restricted stock units may be included
Bonus may be included
Employee benefits are available (details linked in posting)
Reasonable accommodations for qualified individuals with a disability or special need