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 Proficiency (mandatory)

Success Measures (First 12 Months)

• Recruitment of new Palo Alto Networks partners.
• Growth of active revenue-generating partners.
• Pipeline creation and conversion rate.
• Revenue and gross margin achievement.
• Increase in certifications and enablement activities.
• Growth of MSSP and managed services ecosystem.
• Successful execution of joint GTM initiatives with Palo Alto Networks.

What We Offer

• Hybrid working model.
• Comprehensive onboarding and training.
• Career growth opportunities within the leading technology distributor worldwide.
• Access to the most innovative cybersecurity vendors and technologies.
• Competitive compensation package including performance-based incentives.
• Health insurance and corporate benefits.

"At TD SYNNEX, we embrace diversity and promote equal opportunities. We are committed to creating an inclusive workplace where everyone can thrive and contribute to our collective success."Job_requisition+1

At TD SYNNEX, our values guide everything we do: Together, We Own It, We Dare to Go, We Grow and Win, and above all, We Do the Right Thing. These principles shape how we work with each other, our partners, and our communities as we drive innovation and create lasting impact.

What's In It For You?

• Elective Benefits: Our programs are tailored to your country to best accommodate your lifestyle.
• Grow Your Career: Accelerate your path to success (and keep up with the future) with formal programs on leadership and professional development, and many more on-demand courses.
• Elevate Your Personal Well-Being: Boost your financial, physical, and mental well-being through seminars, events, and our global Life Empowerment Assistance Program.
• Diversity, Equity & Inclusion: It's not just a phrase to us; valuing every voice is how we succeed. Join us in celebrating our global diversity through inclusive education, meaningful peer-to-peer conversations, and equitable growth and development opportunities.
• Make the Most of our Global Organization : Network with other new co-workers within your first 30 days through our onboarding program.
• Connect with Your Community: Participate in internal, peer-led inclusive communities and activities, including business resource groups, local volunteering events, and more environmental and social initiatives.

Don't meet every single requirement? Apply anyway.

At TD SYNNEX, we're proud to be recognized as a great place to work and a leader in the promotion and practice of diversity, equity and inclusion. If you're excited about working for our company and believe you're a good fit for this role, we encourage you to apply. You may be exactly the person we're looking for!