Cybersecurity Business Development and Customer Success Lead

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!

Job Description

Your Career

Your 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 initiatives

Find 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 territory

Scope, 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-makers

Develop new accounts and / or expand existing accounts within the region

Apply 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 solutions

Maintain accurate and up-to-date account intelligence in SFDC, including regular forecasting of business opportunities to Sales and executive leadership

Proactively identify up-sell opportunities and grow revenue

Capture and nurture CISO and executive relationships to influence recurring strategic spend and product pull through

Customer 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 process

Drive 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 teams

Develop 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 value

Ensure continual communication with customers regarding Unit 42 messaging, current offerings, and events

Serve 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 adoption

Qualifications

Your Experience

Experience in Business Development and Sales roles within the cybersecurity industry

Experience in Customer Success with an understanding of the customer journey

A 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 companies

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 preferred

Deep 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 problems

Proven track record of managing customer escalations, balancing customer expectations, and negotiating successful resolutions

Ability to work in a fast-paced environment and multi-task

Willingness to work flexibly as needed and be flexible for travel

Additional Information

The Team

Our Unit 42 organization is dynamic, high-energy, and highly collaborative. If you have an inner entrepreneurial spirit, are comfortable working in fast-paced environments, and yearn for hands-on impact, then this organization is the right one for you. As a member of the Unit 42 team, you will be one of the founding members of a newly formed team responsible for the successful adoption of purchased offerings and driving the increased up-sell of additional services / products. We are looking for experienced SaaS sales or customer success professionals, ideally with cybersecurity domain expertise, who want to make an impact in a fast-paced, high-growth environment.

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 accommodations@paloaltonetworks.com.

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.