• Design and execute account specific strategies by harmonizing their business objectives with our data and ai solutions. • Leverage Natera’s strengths across our data, consortia and internal R&D insights to construct meaningful strategic partnerships with biopharma. • Integrate Natera’s medical, scientific and business operations teams to formulate an asset, franchise and / or disease specific approach. • Partner with the Testing and CDx counterpart to harmonize activities and leverage engagement and relationships to build a platform-based solution within Discovery, Development and/or the Commercial vertical. • Meet and exceed revenue goals for data and ai. • Drive a diamond selling approach when necessary to align Natera stakeholders with the account’s. • Deeply interrogate and understand each account’s business and research objectives as well as how they align to Natera’s mission for life science companies. • Build a strong pipeline of opportunities aligned to the account’s business and research objectives. • Negotiate and convert opportunities with assigned client accounts. • Align customers successes with industry shareable content to support change and transformation. • Travel domestically and internationally as needed to develop relationships, build pipeline and convert opportunities to contracts. • Additional efforts include but are not limited to cold-calling, development and delivery of client pitches and other materials as necessary, proposal writing and contract negotiations. • Utilize SFDC and other sales enablement tools as necessary. • Other duties as assigned.

• Research and prioritize target accounts, market segments, and buying personas within higher education and corporate learning environments • Quickly qualify inbound leads to confirm fit, use case, and stakeholder alignment before routing opportunities to the appropriate Account Executive • Execute multi-channel outbound prospecting through phone, email, and social outreach to generate qualified meetings • Schedule and confirm high-quality discovery meetings, ensuring strong handoffs with clear notes and next steps in Salesforce • Consistently meet weekly and quarterly activity and opportunity targets while contributing to pipeline growth • Partner with Marketing, Sales, and Enablement teams on campaign follow-ups, events, and outreach efforts that improve conversion • Maintain excellent CRM discipline, accurately tracking activities, results, and pipeline in Salesforce

This description is a summary of our understanding of the job description. Click on 'Apply' button to find out more. Role Description The Business Development Manager - Service position is a remote position that plays an important role with this rapidly growing company. This is a very dynamic and fast-track position and will be the key member of the Service team. - Lead preparation of bids for Sungrow customers in North America for PV and BESS projects, offering service contracts such as O&M contracts, SLAs, LTSAs, and MSAs. - Coordinate with Sales team non-standard terms within the contracts. - Review Service prices with Service Management team and create standard price offers for bids. - Coordinate with legal, service, and O&M departments on any special requirements for service contracts for PV and BESS. - Work with other members of Service and Sales to identify best practices and recommend process changes that will improve effectiveness of the process. - Present final contract to the Service organization to be able to achieve the contract requirements. - Collaborate with the Service team on new markets and possible service offers. - Prepare monthly, quarterly, and yearly reports for Service senior management. Qualifications - Familiar with global service organization and service contracts. - Be able to manage customers in different countries with different expectations. - Great communication skills (written and oral). - Detail-oriented with ability to understand nuances of opportunities and dependent services. - Analytical self-starter with strong attention to detail. - Good understanding of sales and project execution process. - Strong organizational and problem-solving skills; able to work on multiple complex projects in diverse areas. Requirements - A business degree with a certain affinity to technology/energy or an engineering background with a commercial focus. - Ideally you have worked in a similar role for approximately 5 years. - Fluency in Spanish and/or Chinese is a plus. - Creative and passionate person with upbeat spirit and “Yes, we can” mentality. - Proactive, dynamic, and task-oriented. Benefits - Compensation commensurate with experience. - Competitive benefits package and employee programs. - Strong personal and company growth opportunities. - For candidates in the states of California, Colorado, New York, and Washington, the anticipated annual base salary for this role is between $90,000 - $135,000. This range does not include any other compensation components or other benefits that an individual may be eligible for. The base salary offered is dependent upon several factors, including but not limited to job-related skills, qualifications, experience, education, location, or other factors related to the role.

Our Mission At Palo Alto Networks®, we’re united by a shared mission—to protect our digital way of life. We thrive at the intersection of innovation and impact, solving real-world problems with cutting-edge technology and bold thinking. Here, everyone has a voice, and every idea counts. If you’re ready to do the most meaningful work of your career alongside people who are just as passionate as you are, you’re in the right place. Who We Are In order to be the cybersecurity partner of choice, we must trailblaze the path and shape the future of our industry. This is something our employees work at each day and is defined by our values: Disruption, Collaboration, Execution, Integrity, and Inclusion. We weave AI into the fabric of everything we do and use it to augment the impact every individual can have. If you are passionate about solving real-world problems and ideating beside the best and the brightest, we invite you to join us! This role is remote, but distance is no barrier to impact. Our hybrid teams collaborate across geographies to solve big problems, stay close to our customers, and grow together. You will be part of a culture that values trust, accountability, and shared success where your work truly matters. Job Summary Ecosystem Acceleration Lead – SASE Role Overview The Ecosystem Acceleration Lead (EAL) is a non-traditional channel role focused on helping partners build, scale, and sustain SASE (Secure Access Service Edge) businesses. The role owns the partner SASE business plan, working closely with Palo Alto Networks’ extended sales, technical, and ecosystem teams to show partners how to win, equip them with clear motions and plays, and drive pipeline and bookings through partner-led execution. This role designs customized, repeatable partner motions aligned to Palo Alto Networks’ platform strategy—giving partners a clear, scalable path to grow their SASE business. Acting as the connective tissue between strategy, leadership, and execution, the EAL creates structure, alignment, and momentum through clear narratives, influence, visibility, and tracking. The focus is scale: enabling diverse partners to build SASE practices using a consistent national framework, while tailoring motions to each partner’s business model and strengths. What You’ll Own & Key Responsibilities - Design Partner Routes to Market: Build clear SASE entry plays, expansion paths, and sales motions aligned to partner maturity, services mix, and GTM—resulting in executable partner plans and measurable outcomes. - Create GTM Operating Systems: Define the plays, handoffs, execution models, and single-threaded narrative that align sales, technical, and ecosystem teams—so partners can consistently drive pipeline and bookings. - Translate Strategy into Actionable Messaging: Turn complex SASE platform strategy into clear, reusable activation kits (decks, playbooks, briefs, exec updates) that drive alignment and execution across internal teams and partners. - Drive Platform Expansion: Simplify SASE into action-based guidance that moves partners from initial entry to broader platform adoption. - Integrate Services & Capabilities: Align sales plays with professional and managed services to enable delivery, support expansion, and increase partner success. - Activate Execution & Accountability: Align regional channel, sales, and technical teams around partner-led motions with clear ownership, tracking, and follow-through. Create leadership-ready visibility into progress, risks, and outcomes—even when standard reporting does not yet exist. Required Experience & Capabilities To succeed, candidates must demonstrate: - Experience operating in national, overlay, or program-based partner roles - Ability to align cross-functional sales, technical, and ecosystem teams and drive accountability without direct authority - Strong bias toward driving seller wins and making partner value clear, visible, and repeatable - Comfort operating in ambiguous, fast-changing environments and translating evolving direction into structured, executable motions Ideal Experience (Not Required, but a Plus) - Designed repeatable GTM or partner motions adopted across multiple partners at national scale - Built scalable programs and assets that moved teams beyond 1:1 execution - Customized partner motions while preserving a clear, shared operating framework - Invented new or non-standard approaches to unlock partner outcomes in evolving environments Who Will Thrive in This Role - You’re driven by helping partners build real business value and outcomes, not just run campaigns - You value reciprocity—collaborating effectively while setting clear expectations - You bring order to complexity by aligning stakeholders and moving work forward - You’re comfortable carrying accountability and driving results through influence, not control Qualifications 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/com-missioned roles) is expected to be the annual range listed below. The offered compensation may also include restricted stock units and a bonus. A description of our employee benefits may be found here. - /yr 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 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 role eligible for Immigration Sponsorship? No. Please note that we will not sponsor applicants for work visas for this position. Motor-Vehicle Requirement: This role may require travel to and from Palo Alto Networks, Inc. business meetings and events and requires reliable transportation to do so. If a hire chooses to drive in connection with company business, the hire for this role must maintain a valid driver’s license.