Business Development Executive II - Palo Alto Networks; East Coast Territory

Drive Growth for a Global Cybersecurity Leader

East Coast Territory

Are you a sales-driven business development professional with experience in cybersecurity, networking, or channel sales? Do you thrive on building partner relationships, identifying growth opportunities, and driving revenue in a fast-paced technology environment?

Ingram Micro is seeking a Business Development Executive dedicated to our strategic partnership with Palo Alto Networks
, one of the world's leading cybersecurity providers and a top vendor within Ingram Micro's Networking & Security business. This is a high-impact, field-based role responsible for accelerating growth across the Central Territory.As a trusted advisor to partners, you will execute growth strategies, expand market share, increase portfolio adoption, and drive year-over-year revenue growth within an established partner ecosystem.

What You'll DoDrive Partner Growth

• Manage and grow a portfolio of existing Palo Alto Networks partners across the East Coast territory.
• Develop strategic account plans to increase revenue, profitability, market share, and partner engagement.
• Identify opportunities to expand product adoption, cross-sell solutions, and increase wallet share.

Develop New Business Opportunities

• Generate new opportunities through market research, networking, partner engagement, and business development activities.
• Build pipeline and drive partner-led growth initiatives that align with Palo Alto Networks and Ingram Micro objectives.
• Identify emerging customer needs, market trends, and competitive opportunities.

Execute Strategic Vendor Initiatives

• Lead and execute key growth initiatives that support Palo Alto Networks' channel strategy and business goals.
• Collaborate with vendor stakeholders to ensure alignment on priorities, programs, and growth targets.
• Utilize data and insights to identify areas of opportunity and accelerate partner success.

Build Strong Relationships

• Serve as a trusted advisor to partners, vendor representatives, and internal stakeholders.
• Maintain productive relationships with key decision-makers, influencers, and strategic accounts.
• Conduct regular partner business reviews and in-person customer engagements.

Collaborate Across Teams

• Partner closely with sales, technical, marketing, operations, and services teams to deliver exceptional partner support.
• Work alongside a dedicated team that includes:
  • Business Development Representatives
  • Technical Enablement Engineers
  • Services Business Development Executives
  • Platform Operations Specialists
  • Fellow Palo Alto-focused Business Development Executives

Drive Solution-Based Selling

• Position the full Palo Alto Networks cybersecurity portfolio to deliver comprehensive customer solutions.
• Leverage Ingram Micro's Xvantage platform and resources to create value for partners and vendors.
• Focus on solution selling rather than individual product transactions.

What Success Looks Like

• Consistently achieves and exceeds revenue and growth objectives.
• Expands partner adoption of Palo Alto Networks solutions.
• Builds a strong sales pipeline and uncovers net-new business opportunities.
• Increases market share across the Central Territory.
• Develops strategic relationships that generate long-term growth for both Palo Alto Networks and Ingram Micro.

What You'll Bring

Required Qualifications

• 8+ years of business development, channel sales, account management, outside sales, or strategic sales experience.
• Experience with in cybersecurity, networking, cloud, infrastructure, or related technology markets.
• Proven track record of driving revenue growth and managing strategic partner relationships.
• Strong experience building pipeline, identifying opportunities, and closing business.
• Ability to analyze business performance and leverage data to drive decisions.
• Excellent verbal and written communication skills, including the ability to communicate effectively with both technical and non-technical audiences.
• Ability to travel approximately once per month within the territory.

Preferred Qualifications

• Experience selling or supporting Palo Alto Networks solutions.
• Cybersecurity industry experience.
• Channel, distribution, VAR, reseller, or partner ecosystem experience.
• Bachelor's degree preferred.

Key Skills

• Business Development
• Cybersecurity Sales
• Palo Alto Networks
• Channel Sales
• Partner Account Management
• Strategic Selling
• Pipeline Development
• Lead Generation & Prospecting
• Solution Selling
• Territory Management
• Negotiation & Closing
• Relationship Management
• Forecasting & Revenue Growth
• Cross-Functional…