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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 Do
Drive 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 within 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 Collaboration
Why Join Ingram Micro?
- Represent one of the most recognized brands in cybersecurity.
- Own a highly visible territory representing a significant portion of the business.
- Collaborate with a dedicated team of sales, technical, and operational experts.
- Influence growth strategies for a top strategic vendor relationship.
- Grow your career with a global technology and distribution leader.
Location: East Coast (Field-Based)
Travel: Approximately once per month
The typical base pay range for this role across the U.S. is USD $83,400.00 - $141,800.00 per year.
The ranges above reflect the potential annual base pay across the U.S. for all roles; the applicable base pay range will depend on the candidate’s primary work location, pay grade, and variable compensation plan. Individual base pay within each range depends on various factors, in addition to primary work location, such as complexity and responsibility of role, job duties/requirements, and relevant experience and skills. Base pay ranges are reviewed and typically updated each year. Offers are made within the base pay range applicable at the time of hire. New hires starting base pay generally falls in the bottom half (between the minimum and midpoint) of a pay range.
At Ingram Micro certain roles are eligible for additional rewards, including merit increases, annual bonus or sales incentives and long-term incentives. These awards are allocated based on position level and individual performance. U.S.-based employees have access to healthcare benefits, paid time off, parental leave, a 401(k) plan and company match, short-term and long-term disability coverage, basic life insurance, and wellbeing benefits, among others.
This is not a complete listing of the job duties. It’s a representation of the things you will be doing, and you may not perform all these duties.
Please be prepared to pass a drug test and successfully pass a pre-employment (post offer) background check.
Ingram Micro Inc. is proud to be an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, gender, gender identity or expression, sexual orientation, national origin, genetics, disability, age, veteran status, or any other protected category under applicable law.
