Full-Time Senior Business Development Manager, Cloud NGFW

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.

• 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.

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.

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