Senior Business Development Manager, Cloud NGFW

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.

Who We Are

We believe collaboration thrives in person. That’s why most of our teams work from the office full time, with flexibility when it’s needed. This model supports real-time problem-solving, stronger relationships, and the kind of precision that drives great outcomes.

Job Description

Your Career

As a Senior Business Development Consultant, Cloud NGFW, you will drive adoption, pipeline, and revenue growth for Palo Alto Networks’ Cloud Next-Generation Firewall (Cloud NGFW) — the industry's first enterprise-grade firewall natively integrated into major cloud service providers (AWS, Azure).

You’ll partner across our field sales, cloud alliances, product management, and marketing teams to design and execute high-impact go-to-market (GTM) strategies that expand Cloud NGFW’s footprint across enterprise and commercial customers.

This is a strategic and highly consultative role focused on enabling co-sell success with cloud providers, scaling demand-generation initiatives, and accelerating customer transformation from native or legacy firewalls to Palo Alto Networks’ Cloud NGFW service.

Your Impact

• Develop and execute GTM strategies to accelerate Cloud NGFW adoption across key customer segments — including net-new and upsell motions.
• Partner with cloud alliances (AWS, Azure) to drive joint co-sell programs, marketplace acceleration, and field enablement aligned to shared revenue goals.
• Engage field sales and account teams to identify, prioritize, and execute Cloud NGFW opportunities in strategic accounts; support key deal reviews and pipeline health analysis.
• Collaborate cross-functionally with product management and marketing to ensure GTM alignment, influence product roadmap, and deliver consistent field messaging.
• Design and scale enablement programs for sellers, partners, and cloud architects — including playbooks, customer briefings, and joint workshops.
• Track and analyze Cloud NGFW performance metrics, including pipeline coverage, win rate, trial conversion, and ARR growth, providing insights back to leadership.
• Champion the Cloud NGFW story through thought leadership, field engagement, and collaboration with alliance partner marketing teams for campaigns and roadshows.

Qualifications

Your Experience

• 7+ years in business development, GTM strategy, or cloud security sales roles, ideally within enterprise cybersecurity or cloud ecosystems (AWS, Azure).
• Deep understanding of cloud networking and security architectures, including managed firewall services, cloud-native integrations, and CSP marketplaces.
• Proven ability to develop co-sell and partner programs with major CSPs and drive measurable pipeline and revenue outcomes.
• Strong executive presence and ability to influence across cross-functional stakeholders — including sales, alliances, product, and marketing.
• Experience navigating transition from hardware/perpetual to cloud-delivered subscription models.
• is a plus.
• Excellent analytical and communication skills with a passion for data-driven GTM execution.

Additional Information

The Team

We work hand in hand with organizations around the world as they move to a more secure environment. As part of the Business Development team, you find and create opportunity, 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 who isn’t committed to your success — everyone pitches in to assist when it comes to solutions selling, learning, and development.

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 $0 - $0/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  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.