Business Development Representative Manager

Business Development Representative Manager 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. Job Description 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. 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. Your Impact 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 toward 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 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 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. 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 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. #J-18808-Ljbffr