Major Account Manager

Major Account Manager 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 The Major Account Manager partners with our customers to secure their entire digital experience. You re motivated by the desire to solve critical challenges facing our customer s secure environment, so you re prepared to connect them with a solution for every stage of threat prevention. This role is a significant driver of company revenue and growth. As an experienced and dynamic sales professional, you re responsible for leading and driving sales engagements. Palo Alto Networks is leading the charge in platformization, offering best-in-breed solutions that enable customers to build a truly zero-trust security architecture and navigate critical transformations. To ensure our sales team is equipped to guide customers, we've developed FLIGHT, an immersive onboarding program. Flight blends virtual and in-person learning at our headquarters, where new sales hires will participate in dynamic cohorts, fully dedicated to their training without customer distractions. This focused approach ensures they emerge as well-prepared sales professionals, ready to help customers leverage our comprehensive portfolio. Your Impact As a Major Account Manager, you will drive and orchestrate large complex sales cycles and work with our internal partners and teams to best serve the customer Own a portfolio of complex accounts within large enterprises, focusing on longer-term transformation initiatives Through consultative selling experience you will identify business challenges and create solutions for prospects and our customers Lead highly complex, multi-threaded sales motions involving multiple C-suite executives, business unit leaders, and technical stakeholders across the organization Understand the competitive landscape and customer needs so you can effectively position the portfolio of Palo Alto Networks solutions Create clear goals and complete accurate forecasting through developing a detailed territory & account plans Develop and execute comprehensive account strategies that align Palo Alto Networks platform capabilities to the customer s long-term business and security roadmap Collaborate and partner closely with the sales specialist organisation to position the whole product suite of Palo Alto Networks solutions Leverage prospect stories to create a compelling value proposition with insights into value for that specific account Stay updated on industry news and trends, and how they affect Palo Alto Networks products and services Serve as the executive lead for the account, coordinating internal executive sponsorship, partners, and extended account teams Travel as necessary within your territory, and to company-wide meetings Your Experience and knowledge of SaaS-based architectures, ideally in a networking and/or security industry Extensive experience selling into large public sector organizations. Demonstrated experience selling complex solutions, value selling, and/or consultative sales techniques Proven success managing a limited number of complex accounts with long, non-linear sales cycles Technical aptitude for understanding how technology products and solutions solve business problems Identifies problems, reviews data, determines the root causes, and provides scalable solutions Cultivate relationships with our channel partners to bring channel-centric go-to-market approach for our customers Demonstrated ability to engage and influence senior executive decision-makers across multiple functions and lines of business Demonstrates in depth knowledge of the full sales cycle and the ability to follow a structured sales process Successful collaboration with internal partners such as marketing, sales specialists, etc to drive a multi-product approach Track record of closing multi-million-dollar, highly complex enterprise-wide opportunities involving multiple buying centers Ability to take a holistic approach to problem solving by understanding the bigger picture, and considering complex interrelationships and outcomes Excellent time management skills, and work with high levels of autonomy and self-direction Consistent history of meeting or exceeding targets in a major accounts sales role