Palo Alto Business Development Manager

At TD SYNNEX, we are a leading global distributor and solutions aggregator for the IT ecosystem, operating in more than 100 countries with over 23,000 employees worldwide. We help our partners accelerate growth through innovative technologies, advanced services, and business transformation initiatives.

Job Purpose

We are looking for an experienced and entrepreneurial Business Development Manager focused on Palo Alto Networks to drive the expansion of TD SYNNEX's cybersecurity business in Italy.

The successful candidate will be responsible for developing new business opportunities, recruiting and enabling new partners, and accelerating revenue growth across both the SMB/Mid-Market channel ecosystem and the Enterprise partner segment.

Very important, the candidate will work with and within the TD SYNNEX Security team, and will engage the TD SYNNEX Sales and the TD SYNNEX Business Units (BUs) for cross initiatives.

The role requires a strong mix of channel development, vendor management, strategic sales planning, and cybersecurity market knowledge, with particular focus on all Palo Alto Networks' portfolio.

Business Development

• Concur in the definition and execution of the PALO ALTO business strategy
• Identify, recruit, onboard and develop new channel partners.
• Expand the ecosystem of System Integrators, MSPs, MSSPs, VARs and Security Specialists.
• Develop strategic relationships with Enterprise-focused partners and national system integrators.
• Engage and cooperate with TD SYNNEX Sales and TD SYNNEX Business Units (BUs)
• Build manage and close a qualified pipeline of opportunities.

Partner Enablement

• Drive partner certifications, trainings and enablement programs.
• Develop business plans with key partners.
• Support partner transition toward recurring and managed security services models.
• Promote Palo Alto Networks specializations, incentives and partner programs.
• Be the interface between TD SYNNEX partners and Palo Alto Networks accounts
• Partecipate to regular business reviews and forecasting activities.
• Support in define and monitor KPIs, pipeline generation and revenue plans.
• Execute vendor-driven campaigns, strategic initiatives and market development funds.

Go-To-Market Activities

• Develop joint marketing plans and demand generation initiatives.
• Work closely with marketing, presales, services and sales teams.
• Organize workshops, partner days, webinars and executive events.
• Drive awareness of Palo Alto Networks value propositions within the TD SYNNEX sales organization.

Pipeline & Performance Management

• Maintain accurate pipeline visibility and forecasting.
• Deliver weekly and quarterly business reports.
• Track revenue, margin, recruitment and enablement objectives.
• Ensure achievement of annual growth targets.

Required Experience

• 5+ years experience in Business Development, Vendor Management, Channel Sales or Cybersecurity Sales.
• Proven experience developing channel ecosystems and recruiting partners.
• Strong knowledge of the Italian cybersecurity market.
• Understanding of SMB, Mid-Market and Enterprise business dynamics.
• Experience working with vendors, distributors or cybersecurity solution providers.
• Track record of delivering revenue growth and building successful partner programs.

Preferred Experience

• Previous experience with Palo Alto Networks is strongly preferred.
• Knowledge of all the PALO ALTO strategy and solutions/platform:
  • Next Generation Firewalls
  • SASE / SSE
  • XDR / MDR
  • SOC & Security Operations
  • Cloud Security
  • Prisma Cloud
  • Cortex Platform
  • Managed Security Services
  • Identity Management/Cyberark/IDIRA
• Existing relationships with cybersecurity partners across Italy.

Skills & Competencies

Business Skills

• Strategic planning
• Partner recruitment
• Pipeline management
• Forecasting
• Negotiation
• Executive presentations
• Business case development
• Go-to-market execution

Personal Attributes

• Entrepreneurial mindset
• Results-oriented approach
• Strong communication skills
• High energy and self-motivation
• Ability to influence stakeholders
• Relationship building capabilities
• Team player attitude
• Analytical and data-driven decision making

Languages

• Italian: Native or Fluent
• English: Professional Working Profic