Technical Business Development Manager

This is a fully remote position, open to applicants in United States.

📋 Description

• Assist in formulating and implementing a nationwide technical go-to-market strategy for Palo Alto Networks across GuidePoint’s eight regions.

• Create repeatable technical sales processes centered around essential Palo Alto Networks solutions.

• Identify potential market opportunities, customer use cases, competitive displacement chances, and whitespace.

• Develop technical strategies for solutions including Cortex, SASE, Strata, Identity Security/Idira, AIRS, Cloud Security, and other key offerings.

• Collaborate with regional sales and technical teams to pinpoint and prioritize strategic accounts.

• Design technical campaigns, workshops, proof of concepts (POCs), assessments, and other initiatives that foster a qualified sales pipeline.

• Act as a technical business development resource for significant Palo Alto Networks opportunities.

• Collaborate with account executives and sales engineers on important strategic pursuits.

• Formulate account-specific technical strategies and messaging.

• Support executive briefings, technical workshops, architectural discussions, and POCs.

• Organize and implement a Palo Alto Networks technical enablement program throughout all eight regions.

• Create enablement roadmaps for sales engineers, architects, consultants, professional services, and other technical staff.

• Provide virtual technical sessions, regional on-site workshops, hands-on labs, solution boot camps, architecture workshops, competitive positioning, POC development, customer use cases, certification, and technical readiness programs.

• Ensure technical readiness and compliance with Palo Alto Networks partner requirements.

• Establish regional certification objectives, monitor certification progress, and promote pipeline and bookings.

• Co-execute strategic account sales initiatives, including sales and leadership connections, deal registration, and account data accuracy.

• Recognize whitespace, assist with account mapping, cross-selling and multi-product opportunities, competitive displacement, and transforming technical interest into a qualified pipeline.

⛳️ Requirements

• Minimum of 5 years in cybersecurity, technology, sales engineering, business development, consulting, or a related field.

• Strong comprehension of enterprise cybersecurity technologies and architectures.

• Experience collaborating with enterprise clients and technical decision-makers.

• Ability to grasp and articulate complex cybersecurity solutions.

• Excellent presentation, communication, and relationship-building abilities.

• Background in supporting technology sales or business development efforts.

• Capacity to work collaboratively across sales, engineering, professional services, and vendor organizations.

• Proven track record of creating and implementing technical enablement programs.

• Strong organizational and project management capabilities.

• Willingness to travel for customer, regional, and vendor engagements.

• Familiarity with Palo Alto Networks technologies.

• Possession of Palo Alto Networks certifications such as PCNSE or equivalent.

• Experience with Cortex/XDR/XSIAM, SASE/Prisma Access, Strata, Cloud Security, Identity Security, or AI Security.

• Background working for a cybersecurity vendor, VAR, MSSP, or consulting firm.

• Experience with large enterprise or Fortune 500 clients.

• Familiarity with POCs, technical assessments, or professional services.

• Experience working within a channel/vendor partner ecosystem.

• Up to 50% travel required.

• Sedentary work position.

• Significant movement of the wrists, hands, and/or fingers for a minimum of 8 hours daily.

• Close visual acuity required for viewing computer terminals and/or extensive reading for at least 8 hours each day.

🏝️ Benefits

• Primarily remote workforce (limited to U.S. based employees).

• Group Medical Insurance options: Zero Deductible PPO Plan (GuidePoint covers 90% of employee premiums and 70% for family plans) or High Deductible Health Plan with HSA (GuidePoint pays 100% of employee premiums and 75% for family plans).

• HSA contributions of $850 annually for individuals or $1,750 annually for families.

• Group Dental Insurance (GuidePoint covers 100% of employee premiums and 75% for family plans).

• 12 corporate holidays observed.

• Flexible Time Off (FTO) program available.

• Healthy mobile phone and home internet allowance provided.

• Eligibility for retirement plan after 2 months at open enrollment.

• Pet Benefit Option available.