Business Development Executive - Palo Alto Networks

Accelerate your career. Join the organization that's driving the world's technology and shape the future. 

Ingram Micro is a leading technology company for the global information technology ecosystem. With the ability to reach nearly 90% of the global population, we play a vital role in the worldwide IT sales channel, bringing products and services from technology manufacturers and cloud providers to business-to-business technology experts. Our market reach, diverse solutions and services portfolio, and digital platform Ingram Micro Xvantage™ set us apart. Learn more at www.ingrammicro.com

Come join our team where you’ll make technology happen in surprising ways. Let’s shape tomorrow - it’ll be a fun journey!

Primary Focus:  

The Business Development Executive is focused on driving depth and breadth across a category solution and existing partner base utilizing data insights to identify growth opportunities to deliver on Ingram Micro's goals and outcomes across a category/vendor(s). Your focus will be on cultivating strong relationships with partners and vendors, identifying new business opportunities, and executing sales strategies to retain and expand market share. This role requires a deep understanding of the platform industry, exceptional negotiation skills, and the ability to collaborate effectively with cross-functional teams to achieve category objectives.  

Key Responsibilities:  

• Category Strategy: Develop and execute a category strategy to drive growth and new business development within the category. Identify emerging trends, customer needs, and potential market opportunities to shape the category's success. 

• New Business Opportunities: Identify and pursue new business opportunities within existing partners, including strategic partnerships, alliances, and end-customer acquisition motions, to expand the category's offerings and market reach. 

• Vendor and Partner Relations: Cultivate and maintain strong relationships with key vendors and strategic partners. Negotiate and secure favorable terms and conditions to ensure mutual success and accelerate category growth. 

• Market Analysis: Conduct in-depth market research and analysis to stay ahead of market trends, competitor activities, and emerging opportunities. Utilize data-driven insights to make informed decisions and guide category acceleration efforts. 

• Cross-Functional Collaboration: Collaborate with various internal teams, including sales, marketing, product management, and operations, to align strategies and accelerate new business development.  • Customer Engagement: Engage directly with key existing customers to understand their unique needs and challenges. Leverage Customer feedback to drive product improvements and deliver exceptional Customer experiences. 

• Product Portfolio Expansion: Work closely with the product management team to identify opportunities for product expansion or development to meet existing customer demands and capitalize on market trends. 

•Xvantage Expertise: Drive insights and actions for reseller partners and vendors. Identifies opportunities to increase usage of the Xvantage platform for both reseller partners and vendors. 

• Solution Selling: Focused on a category / portfolio of vendors to build a full solution (vs a specific vendor); Assigned to a vendor, group of vendors and/or accounts.  

What experience, knowledge and skills does a BDE need?  

• Strong understanding of strategic selling principles, order management, project management, and operations.

• Advanced knowledge of Ingram Micro’s solutions, products, services, and value proposition. 

• Proven success in growing and maintaining year-over-year sales results. 

• Skilled in negotiations, closing sales, coaching associates in high performance culture, and order management. 

• Effectively able to manage profit and loss concepts and forecasting. 

• Excellent verbal and written communication skills, ability to present in both technical and non- technical terms to large and small audiences. 

• Ability to: demonstrate business and financial acumen, use influence effectively to drive ideas and initiatives with internal and external partners, multi-task, respond to rapid change, manage projects, manage detail, manage relationships and resources, and set realistic and achievable goals/objectives and timelines.  

• Ability to travel is required - conduct in person customer engagements on regular basis. 

Typically, the level of experience and education required to demonstrate these key elements of knowledge/skills/experiences are:   

A high school diploma (or equivalent) required, bachelor’s degree preferred. Minimum of six years previous strategic, outside sales, account management experience (preferably in a related industry), or four years of technology or distribution experience in a sales or customer service capacity. 

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.