Business Development Representative Manager

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 AreWe 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 DescriptionYour CareerManaging 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.We are out to fulfill our company mission with the strongest products in the industry.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.To fit in this role, you are personable, collaborative, and a mentor who instills a learning environment and demonstrates a strong work ethic.You are confident in who you are and able to enjoy the personable interactions that come with a job in sales leadership.Becoming a part of the management team means you will be surrounded by amazing, smart and hardworking peers and that's a great place to be.Your ImpactYou'll 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 RepsOversee the daily activities and quota performance management of individual BDRs to ensure key performance metrics are metMentor new BDRs with training, including product knowledge, buyer personas, competition, tools training, and plenty of role-playsProvide BDRs with a coaching cadence of time management, objection handling, prospecting tactics, and active listening skillsStrategize with sales and marketing counterparts on pipeline and prospecting initiatives to meet company objectivesReview and maintain metrics to ensure accurate management reportsAnalyze Outreach cadences with an eye towards continual improvement and up-to-date messaging, by buyer persona and by industryWork 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 OutreachEnsure sales accepted opportunities are sourced in accordance with company targets, and that our Account Executives have enough opportunities to work with to be fully productiveQualificationsYour ExperiencePrevious work experience managing successful inbound and outbound BDR teamsAbility to understand technical concepts, possess enthusiasm for technology and to articulate clearly to all levels of technical aptitudeAbility to adapt quickly to a fast-paced environmentProven work experience as a Business Development Manager, Sales Account Executive or Sales Management RoleHands-on experience with multiple sales techniques (including cold calls)Track record of achieving sales quotasExperience with CRM software (e.g. Salesforce)Familiarity with MS Excel and/ or Google Suite (analyzing spreadsheets and charts)Understanding of sales performance metricsExcellent communication and negotiation skillsAbility to deliver engaging presentationsBS degree in Marketing, Business Administration or relevant field or equivalent military experience requiredAdditional InformationThe TeamWe 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.You won't find someone at Palo Alto Networks that isn't committed to your success – with everyone pitching in to assist when it comes to solutions selling, learning, and development.Our CommitmentWe'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 atPalo 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.Our CommitmentWe'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 atPalo 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.