Major Account Manager

Job Description

Major Account Manager | Palo Alto Networks

The Tone:
This is a full-time Major Account Manager role at Palo Alto Networks, primarily based in-office with required travel within your assigned territory. Palo Alto Networks is dedicated to protecting our digital way of life by solving real-world cybersecurity problems with cutting-edge technology and bold thinking. This position is a significant driver of company revenue and growth, crucial for guiding customers through critical transformations and securing their entire digital experience. You will engage in the most meaningful work of your career, collaborating with equally passionate individuals to secure our digital future.

The TL;DR
• Role: Experienced Professional
• Type: Full-time
• Location: In-person, travel required within territory
• Team: Sales
• Mission: Protect customers’ entire digital experience and drive company revenue and growth by solving critical cybersecurity challenges with advanced solutions.

What You’ll Actually Do
• Orchestrate Sales: Drive and orchestrate large complex sales cycles, collaborating with internal partners and teams to best serve customer requirements for digital security.
• Develop Solutions: Identify specific business challenges through consultative selling experience and create effective solutions for both prospects and existing customers.
• Position Portfolio: Understand the competitive landscape and deep customer needs to effectively position the comprehensive portfolio of Palo Alto Networks solutions, ensuring a zero-trust architecture.
• Plan & Forecast: Create clear goals and complete accurate forecasting by developing a detailed territory plan, guiding sales strategy and execution.
• Demonstrate Value: Leverage compelling prospect stories and insights to create a powerful value proposition tailored for each specific account.

The Must-Haves
• Background: Experienced Professional demonstrating core domain knowledge in selling complex solutions, employing value selling, and utilizing consultative sales techniques.
• Experience: At least 8 years of demonstrated experience selling complex solutions. This includes specific experience and knowledge of SaaS-based architectures, ideally within the networking and/or security industry.
• Skills: Technical aptitude for understanding how technology products and solutions effectively solve complex business problems; ability to identify problems, review data, determine root causes, and provide scalable solutions; in-depth knowledge of the full sales cycle and the ability to follow a structured sales process; ability to take a holistic approach to problem-solving by understanding the bigger picture, considering complex interrelationships and outcomes.
• Bonus: Beneficial experience selling to Utilities, Manufacturing, and other related critical industries.