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Palo Alto Networks Logo Palo Alto Networks · IT - Software Development

Business Development Manager, NetSec - India Ecosystems

India, Bengaluru · Job Posted June 01, 2026
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Job Description

The Palo Alto Networks Ecosystem team is a strategic pillar for the organisation's continued growth and we are seeking a high-energy and commercially driven Business Development Manager (BDM) to join our Regional Partner Ecosystems team. This role will focus on accelerating strategic programs, partner-led initiatives, and go-to-market execution across our channel ecosystem in India & SAARC. The ideal candidate will possess strong relationship-building capabilities, experience working with channel partners, and a solid understanding of Network Security and SASE technologies. This individual will play a key role in driving partner engagement, enabling growth initiatives, and expanding market reach through distributors, resellers, service providers, and strategic alliances.

Job Responsibility

  • Develop and execute enablement and sales plays which drive the partner relationship including sales and pipeline development, executive interlocks, business development, enablement and partner marketing
  • Drive joint sales pursuit activities pursuant to the successful attainment against a given sales target, working with the Palo Alto Networks sales & partner organisations
  • Evangelise the joint value proposition and service offerings with partners, leading the charge on account targeting and orchestrate meetings to create new joint pipeline and drive business to close
  • Develop comprehensive plans to assure the partner is well positioned to deliver successful customer outcomes
  • Support the recruitment, onboarding, and activation of channel partners via our authorized distributors
  • Collaborate with sales, marketing, and technical teams to drive partner enablement and execution excellence
  • Develop and maintain strong relationships with distributors, VARs, MSSPs, GSIs, and strategic alliance partners
  • Identify growth opportunities within the partner landscape and execute plans to increase partner productivity and market coverage
  • Promote and support regional partner programs, incentives, campaigns, and sales motions
  • Track performance metrics, pipeline contribution, and program adoption across partner segments
  • Conduct regular business reviews with key partners to ensure alignment on business priorities and growth objectives
  • Provide market feedback and insights on competitive trends, cybersecurity landscape evolution, and partner ecosystem dynamics

Requirements

  • 5+ years in sales management, channel management or business development role within the enterprise software industry (cybersecurity preferred)
  • Previous experience working with channel partners (GSI, SI, VARs, MSP, MSSP) is a must
  • Excellent instincts and shown ability to interface at a senior leadership to individual contributor level with ease
  • Adept at moving quickly between low-level execution and high-level critical thinking and organisation
  • Outstanding relationship building skills across internal and partner shareholders
  • Successful track record of exceeding performance objectives in a fast paced, virtual team environment
  • A technical background or foundation is an advantage. Understanding of cybersecurity technologies such as: Network Security, SASE, Zero Trust, Cloud Security, Enterprise Browser or Secure Access technologies
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