Business Development Director, Law and Insurance San Francisco, California, United States at Palo Alto Networks, Inc.

Our Mission

At Palo Alto Networks everything starts and ends with our mission: Being the cybersecurity partner of choice, protecting our digital way of life. Our vision is a world where each day is safer and more secure than the one before. We are a company built on the foundation of challenging and disrupting the way things are done, and we’re looking for innovators who are as committed to shaping the future of cybersecurity as we are.

Who We Are

We take our mission of protecting the digital way of life seriously. We are relentless in protecting our customers and believe that the unique ideas of every member of our team contribute to our collective success. Our values were crowdsourced by employees and are brought to life through each of us every day - from disruptive innovation and collaboration to execution. From showing up for each other with integrity to creating an environment where we all feel included.

As a member of our team, you will be shaping the future of cybersecurity. We work fast, value ongoing learning, and respect each employee as a unique individual. Knowing we all have different needs, our development and personal wellbeing programs are designed to give you choice in how you are supported. This includes our FLEXBenefits wellbeing spending account with over 1,000 eligible items selected by employees, our mental and financial health resources, and our personalized learning opportunities - just to name a few!

Your Career

The Business Development Director, Law and Insurance (Unit 42) is responsible for growing demand for Unit 42 services from top global cybersecurity law firms and insurance carriers. This person will have a strong understanding of the incident response services market landscape, value proposition for clients, go-to-market, as well as how these services are sourced through engagement with law and insurance partners. Candidates should have a track record of building and nurturing relationships with key decision makers at law firms and insurance carriers.

This position is full-time and can be remote.

Your Impact

• Increase number of engagements referred to Unit 42 from law firms and/or insurance carriers and expand presence.
• Establish new and deepen existing relationships with key stakeholders at target law firms and insurance carriers.
• Develop and curate thought leadership relevant to this market to further establish Unit 42 as a market leader.
• Perform Quarterly Business Reviews and/or cyber threat landscape briefings with partner firms and carriers.
• Work with Unit 42 Consulting and the extended Palo Alto Networks go-to-market teams to develop and leverage resources to engage and activate partners.
• Develop tailored value propositions and per-partner agreements to support increased activation and demand.

Your Experience

• Substantial professional experience in cybersecurity advisory and consultative sales.
• Experience working with law firms and in-house counsel supporting incident response, risk management, and digital forensic services engagements.
• Established industry relationships with key decision-makers across all levels of partner and prospect law firms.
• Understanding and experience with insurance claims management and panel placements.
• Experience in working collaboratively to represent a portfolio of services to stakeholders within a law firm and law firm clientele.
• Understanding of cybersecurity regulations and the important role lawyers and insurance carriers play in incident response.
• Highly effective relationship/partner development skills.
• Demonstrated success in developing and implementing go-to-market strategies, processes, and performance metrics.
• Proven analytical skills to assess the effectiveness of go-to-market programs and strategies, and the ability to pivot, or double-down to drive greater levels of success.
• Ability to travel up to 30%.

The Team

Unit 42 Consulting is Palo Alto Network's security advisory team. Our vision is to create a more secure digital world by providing the highest quality incident response and risk management to clients of all sizes. Our team is composed of recognized experts and incident responders with deep technical expertise and experience in investigations, data breach response, digital forensics, and information security. With a highly successful track record of delivering mission-critical cybersecurity solutions, we are experienced in working quickly to provide an effective incident response, attack readiness, and remediation plans with a focus on providing long-term support to improve our clients’ security posture.

Compensation Disclosure

The compensation offered for this position will depend on qualifications, experience, and work location. For candidates who receive an offer at the posted level, the starting base salary (for non-sales roles) or base salary + commission target (for sales/commissioned roles) is expected to be between $278,000 - $383,000/YR. The offered compensation may also include restricted stock units and a bonus. A description of our employee benefits may be found here.

Our Commitment
We’re problem solvers that take risks and challenge cybersecurity’s status quo. It’s simple: we can’t accomplish our mission without diverse teams innovating together.

We are committed to providing reasonable accommodations for all qualified individuals with a disability. If you require assistance or accommodation due to a disability or special need, please contact us at accommodations@paloaltonetworks.com.

Palo Alto Networks is an equal opportunity employer. We celebrate diversity in our workplace, and all qualified applicants will receive consideration for employment without regard to age, ancestry, color, family or medical care leave, gender identity or expression, genetic information, marital status, medical condition, national origin, physical or mental disability, political affiliation, protected veteran status, race, religion, sex (including pregnancy), sexual orientation, or other legally protected characteristics.

All your information will be kept confidential according to EEO guidelines.

Is this role eligible for Immigration Sponsorship?: Yes