Skip to main content

Manager, Business Development Representatives - Cortex (EMEA & LATAM)


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.

We have the vision of a world where each day is safer and more secure than the one before. These aren’t easy goals to accomplish – but we’re not here for easy. We’re here for better. 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.

We’re changing the nature of work. Palo Alto Networks is evolving to meet the needs of our employees now and in the future through FLEXWORK, our approach to how we work. From benefits to learning, location to leadership, we’ve rethought and recreated every aspect of the employee experience at Palo Alto Networks.  And because it FLEXes around each individual employee based on their individual choices, employees are empowered to push boundaries and help us all evolve, together. 

Your Career

Palo Alto Networks has brought a technology to market that is reshaping the security landscape. Our ability to protect enterprises is only limited by our ability to reach out to them and help them understand what we can do. That’s where you come in. As we continue to grow, Palo Alto Networks is looking to hire a leader to help scale our Cortex Business Development Representative (BDR) team. As the manager of a team of BDRs, you will be responsible for leading, managing and motivating a primarily outbound sales team, setting goals and measuring performance against weekly, monthly, and quarterly objectives.

Cortex is our cutting-edge specialized Endpoint, XDR and Automation portfolio within the larger Palo Alto Networks offerings. The portfolio includes Cortex XDR (Extended Detection and Response platform), Cortex XSOAR (Security Orchestration, Automation, Response & Threat Intel Management), Cortex Xpanse (Attack Surface Management), Cortex XSIAM (Extended Security Intelligence and Automation Management), and Unit 42 services.

To be successful in this role, you need to be personable, collaborative, and a mentor who instills a learning environment and demonstrates a strong work ethic. You are confident in who you are and able to enjoy the personable interactions that come with a job in sales leadership.

Your Impact

  • You will lead our Cortex Business Development team, which is the glue between marketing and sales, responsible for carrying the baton from marketing lead to sales opportunity. The primary focus of this team is to consistently and efficiently meet a monthly quota of booking sales qualified opportunities for the Cortex Account Managers
  • Ongoing hiring, mentoring and development of the Cortex BDR team which includes training on product knowledge, buyer personas, tools, and role-plays. Coaching reps on strategy and technique for cold calling clients and following up on sales leads
  • Oversee the daily activities and quota performance management of individual BDRs to ensure key performance metrics are met
  • Refine and evolve a scalable, measurable and predictable process for running and growing the team
  • Provide weekly reporting on volume statistics, lead pipeline, conversion to qualified prospects, sales opportunities generated and campaign effectiveness to our Executive Leadership team
  • Provide Cortex BDRs with coaching on time management, objection handling, prospecting tactics, and active listening skills
  • Strategize with sales and marketing counterparts on pipeline and prospecting initiatives to meet company objectives
  • Analyze outreach cadences with an eye towards continual improvement and up-to-date messaging, by buyer persona and by industry
  • Work closely with marketing, and sales to ensure the BDR onboarding program and ongoing training is up-to-date and best-in-class. Partner with sales and marketing operations to ensure the BDR team has the best tools to do their job, and that they are configured to ensure efficiency and productivity

Your Experience

  • Proven experience leading successful inbound and outbound BDR or inside sales teams
  • Having an enthusiasm for technology and the ability to understand technical concepts, and to articulate clearly to all levels of technical aptitude
  • Previous experience as a Business Development Manager, Sales Account Executive or in a Sales Management Role
  • Hands-on experience with multiple sales techniques (including cold calls)
  • Track record of achieving sales quotas
  • Experience with CRM software, Ability to navigate SFDC reporting, dashboards, and sales acceleration tools (, Navigator, DiscoverOrg, etc)
  • Familiarity with MS Excel and/ or Google Suite (analyzing spreadsheets and charts)
  • Understanding of sales performance metrics
  • Excellent communication and presentation skills

The Team 

Our sales team members work hand-in-hand with large organizations around the world to keep their digital environments protected. We educate, inspire, and empower our potential clients in their journey to security.

As part of our sales team, you are empowered with unmatched systems and tools, constantly updated research and sales libraries, and a team built on joint success. You won’t find someone at Palo Alto Networks that isn’t committed to your success – with everyone pitching in to assist when it comes to solutions selling, learning, and development. As a member of our sales team, you are motivated by a solutions-focused sales environment and find fulfillment in working with clients to resolve incredibly complex cyberthreats.

Our Commitment

We’re trailblazers that dream big, 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 .

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.

Covid-19 Vaccination Information for Palo Alto Networks Jobs

  • Vaccine requirements and disclosure obligations vary by country.
  • Unless applicable law requires otherwise, you must be vaccinated for COVID or qualify for a reasonable accommodation if:
    • The job requires accessing a company worksite
    • The job requires in-person customer contact and the customer has implemented such requirements
    • You choose to access a Palo Alto Networks worksite
  • If you have questions about the vaccine requirements of this particular position based on your location or job requirements, please inquire with the recruiter.

Life At Palo Alto Networks

Stay in Touch

Join our talent community to be alerted about new opportunities that match your skills and interests. Creating a profile is quick and easy for our Talent Acquisition team to keep in touch with you.

Join Our Talent Community