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 Your Impact ​ ● Operates as a General Manager for the East region, empowering themself to identify growth gaps, bridge legacy foundations, install base and incremental business with AI adoption to the enterprise , and serve as the essential connection between PANW and GCP. ●Executive Briefings: Synthesize complex account data into concise, outcome-oriented executive briefings for senior leadership (VP/SVP level) on a weekly basis. ●Field Presence: Maintain a consistent physical presence in the Northeast Google Cloud/Partner ecosystems to drive 'desk-side' influence and real-time deal alignment. ●Data Integrity: Own the end-to-end accuracy of the 'Joint Pursuit' pipeline, ensuring all CRM data and marketplace tagging are current, vetted, and reflective of actual field engagement. ●Proactive Sales Engine: Move away from reactive coordination by dedicating your effort toward proactive lead identification . You will synthesize GCP consumption patterns and market signals to drive exponential, sourced revenue ●Pipeline Generation: Build a repeatable engine for generating Sales Qualified Leads (SQLs) from executive-sponsored account planning to supplement reactive inbound MQLs . You will be targeted with generating 18 new leads per week (leveraging GCS, GCP, and BRD sources ● Create co-selling opportunities, account mapping and other sales engagements between Palo Alto Network’s field sales and the Google Cloud sales teams ● Support Palo Alto Network’s field sales organization on engagement management with Google Cloud ● Assist with providing content for Public Cloud training curriculum and sales enablement ● Coordinate activities and have involvement with the Public Cloud virtual team of Business Development, Marketing, Product Management, Channels and Sales as part of cloud strategy ● Develop annual strategic plan and performance goals for Google Cloud ● Provide support and coordination for channel activity with Google Cloud ● Understand and articulate Google Cloud’s strategic initiatives and gain a deep understanding of the activities, roadmap and vision of Google Cloud ● Provide an escalation point for pre-sales and post sales issues for any activity with the Google Cloud ● Build and maintain relationships with key personnel at Google Cloud to solidify Palo Alto Network’s standing and awareness within the provider and to assist in the development of key relationships with the extended Palo Alto Network’s team and executives ● Direct engagement and partner relationships are a critical part of this role ● Help provide insight in the support of Google Cloud events and attend/participate in the events ● Provide support in the form of expertise and training for Palo Alto Network’s field sales enablement Qualifications Your Experience - 10+ years’ experience in Sales Leadership – Account or Channel Management, with a proven history of managing quota-bearing sales or channel teams. - CSP (Google Cloud, Azure, AWS) experience is highly preferred, alongside a deep understanding of Google Cloud's strategic initiatives, roadmap, and vision. - Executive Communication: Advanced presentation skills with a demonstrated ability to tailor messaging for different audiences, from sales and technical leadership to C-suite executives. - Collaborative Leadership & Transformation: You thrive in matrixed environments, leading cohesive, cross-functional teams to win complex cloud engagements. You possess the technical depth to understand varied architectures and the communication skill to distill that complexity into clear, actionable strategy. You specialize in leveraging analogies to bridge the gap between technical possibility and executive buy-in. - Responsiveness & Discipline: A proven track record of operating effectively in a fast-paced, high-visibility environment, with a high degree of responsiveness to time-sensitive leadership requests. - Location Requirement: New York City or Central US. Candidates based in Central must demonstrate the ability to travel bi-monthly to East Coast locations to facilitate daily-level engagement and drive brand awareness across the Google Cloud and Palo Alto Networks partnership - Industry Knowledge: Deep directional awareness of security product market trends, competitive selling strategies, and how to deliver comprehensive security solutions to a customer base. - Education: BA, BS (or equivalent work experience or equivalent military experience required), MBA preferred. - Strategic Drive: A 'Whatever It Takes' attitude grounded in startup agility. I thrive on creating new business pathways through proactive innovation, transforming roadblocks into proprietary advantages to secure market leadership. 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. $225,000.00 - $309,000.00/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.

About this role: Our Business Development teams play a critical role in expanding Gartner’s presence across the global market. Gartner Business Development Executives strategically acquire new clients by cultivating trust-based relationships with C-level executives to understand their mission critical priorities, then uncovering opportunities to deliver client-value through the lens of the industry in which they operate. Gartner Business Developers own and drive the full sales cycle, from identifying prospects to closure. They then transition new clients to the account management team for ongoing value delivery. Our Business Development teams are relentless about building trust-based, value add relationships with clients, delivering long-term client value, and building their book of business over time. Business developers are results driven, client committed, and highly collaborative. Business Developers will be given a territory of Large Enterprise prospects, which may be completely new prospects with no existing spend or could be clients within other Gartner areas. In our GBS Large Enterprise segment, Business Developers work with prospects with +$1bil in annual revenue. What you will do: - Seek out and drive new business opportunities with new-to-Gartner organizations across your territory, from initial client outreach to close, targeting Large Enterprise organizations. - Convert viable prospects into active Gartner clients, owning the full sales conversation and negotiation, through to the transition of new clients to the account management team. - Continually build a pipeline of high-quality opportunities to deliver against your sales metrics ensuring KPI’s are met. - Align the right combination of insight, guidance, and practical tools to bring value to the partnership. - Quota responsibility for your assigned territory. - Manage complex high-revenue sales across matrix and diverse business environments. - Own forecasting and account planning on a monthly/quarterly/annual basis. What you will need: - 5+ years’ B2B sales experience, preferably within complex, intangible sales environments. - Business development or new-client acquisition experience in a selling role highly desired. - Experience selling to and/or influencing C-Level Executives. - Proven track record meeting and exceeding sales targets. - Proven ability to precisely manage and forecast a complex sale process. - Willingness to conduct travel as needed. - Bachelor's degree desired Progression within Business Development Executive Roles: Gartner offers a lifetime of opportunities driven by our growth. How far you go is driven by your passion and performance. Gartner has a promote from within culture and limitless opportunities for progression. Gartner leaders embrace this culture and are focused on helping associates achieve success in current role, as well as coaching associates to the next role or path, whether it be more senior BD levels, account management paths, or sales leadership. Typical internal promotions include: - Business Development Director - Team Lead - Sales Manager Most of our Sales Managers and Team Leads are hired internally as part of our progression path. What you will get: - Competitive salary, generous paid time off policy, charity match program, and more! - Uncapped commission structure - World-class sales training programs and skill development programs - Annual "Winners Circle" event attendance at exclusive destinations for top performers - Collaborative, team-oriented culture that embraces inclusion - Professional development and career growth opportunities Who are we? At Gartner, Inc. (NYSE:IT), we guide the leaders who shape the world. Our mission relies on expert analysis and bold ideas to deliver actionable, objective business and technology insights, helping enterprise leaders and their teams succeed with their mission-critical priorities. Since our founding in 1979, we’ve grown to 21,000 associates globally who support ~14,000 client enterprises in ~90 countries and territories. We do important, interesting and substantive work that matters. That’s why we hire associates with the intellectual curiosity, energy and drive to want to make a difference. The bar is unapologetically high. So is the impact you can have here. What makes Gartner a great place to work? Our vast, virtually untapped market potential offers limitless opportunities – opportunities that may not even exist right now – for you to grow professionally and flourish personally. How far you go is driven by your passion and performance. We hire remarkable people who collaborate and win as a team. Together, our singular, unifying goal is to deliver results for our clients. Our teams are inclusive and composed of individuals from different geographies, cultures, religions, ethnicities, races, genders, sexual orientations, abilities and generations. We invest in great leaders who bring out the best in you and the company, enabling us to multiply our impact and results. This is why, year after year, we are recognized worldwide as a great place to work. What do we offer? Gartner offers world-class benefits, highly competitive compensation and disproportionate rewards for top performers. In our hybrid work environment, we provide the flexibility and support for you to thrive — working virtually when it's productive to do so and getting together with colleagues in a vibrant community that is purposeful, engaging and inspiring. Ready to grow your career with Gartner? Join us. Gartner believes in fair and equitable pay. A reasonable estimate of the base salary range for this role is 102,000 USD - 147,000 USD. Please note that actual salaries may vary within the range, or be above or below the range, based on factors including, but not limited to, education, training, experience, professional achievement, business need, and location. In addition to base salary, employees will participate in either an annual bonus plan based on company and individual performance, or a role-based, uncapped sales incentive plan. Our talent acquisition team will provide the specific opportunity on our bonus or incentive programs to eligible candidates. We also offer market leading benefit programs including generous PTO, a 401k match up to $7,200 per year, the opportunity to purchase company stock at a discount, and more. The policy of Gartner is to provide equal employment opportunities to all applicants and employees without regard to race, color, creed, religion, sex, sexual orientation, gender identity, marital status, citizenship status, age, national origin, ancestry, disability, veteran status, or any other legally protected status and to seek to advance the principles of equal employment opportunity. Gartner is committed to being an Equal Opportunity Employer and offers opportunities to all job seekers, including job seekers with disabilities. If you are a qualified individual with a disability or a disabled veteran, you may request a reasonable accommodation if you are unable or limited in your ability to use or access the Company’s career webpage as a result of your disability. You may request reasonable accommodations by calling Human Resources at +1 (203) 964-0096 or by sending an email to ApplicantAccommodations@gartner.com. Job Requisition ID:109080 By submitting your information and application, you confirm that you have read and agree to the country or regional recruitment notice linked below applicable to your place of residence. Gartner Applicant Privacy Link: https://jobs.gartner.com/applicant-privacy-policy For efficient navigation through the application, please only use the back button within the application, not the back arrow within your browser.

• Secure and maintain relationships with qualified targets and decision makers within biotech and pharma, uncovering potential sales opportunities and developing effective sales strategies • Work with targeted business development accounts to secure future business - explain, offerings and align CTI offerings to meet customer’s needs • Work in collaboration with CTI’s proposal team to deliver budgets and proposals, including providing key direction on proposal text and budget scope. • Develop and maintain excellent working relationships with key members of CTI’s clinical operational management and proposal/contracting teams • Develop and implement specific disease strategies to drive awareness, lead generation and opportunity identification • Attend therapeutically focused conferences as a representative of CTI and meet with prospective clients also in attendance • Lead and participate in bid defense meetings, including leading the preparations, strategies, and follow-up efforts • Lead and participate in capabilities discussions, including leading the presentation, strategies, and follow-up efforts • Communicate with existing accounts and internal CTI representatives to ensure needs of accounts are being met • Present sales opportunities to management and work with internal departments/team members to close complex sales • Continuously monitor and update status of leads to ensure pipeline is maintained • Communicate all account activity to sales leaders/CTI executives and maintain updates in CTI’s CRM system • Manage sales departmental metrics

• Researching, identifying, and qualifying potential customers and target accounts • Proactively reaching out to leads via phone, email, and digital channels • Scheduling and conducting initial conversations with potential customers • Building and maintaining a structured, well-documented sales pipeline • Documenting all activities in the CRM • Handing over qualified leads to the sales team and working closely with Account Executives • Continuously developing your sales skills through training, coaching, and feedback