وصف الوظيفة
Role Overview
Major Account Manager at Palo Alto Networks in Abu Dhabi. This role is a significant driver of company revenue and growth, partnering with customers to secure their entire digital experience through large, complex enterprise sales cycles.
Company Overview
Palo Alto Networks is a cybersecurity company united by a shared mission to protect our digital way of life. The company operates on five core values: Disruption, Collaboration, Execution, Integrity, and Inclusion. 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. Most teams work from the office full time, with flexibility when needed to support real-time problem-solving and stronger relationships.
Role Purpose
The Major Account Manager drives and orchestrates large, complex sales cycles with enterprise customers, positioning Palo Alto Networks' comprehensive security platform portfolio to solve critical business challenges. The role requires deep consultative selling expertise, executive relationship management, and territory ownership focused on longer-term transformation initiatives.
Key Responsibilities
Account Management
- Own a portfolio of complex accounts within large enterprises, focusing on longer-term transformation initiatives.
- Develop and execute comprehensive account strategies that align Palo Alto Networks' platform capabilities to the customer's long-term business and security roadmap.
- Serve as the executive lead for the account, coordinating internal executive sponsorship, partners, and extended account teams.
- Create clear goals and complete accurate forecasting through developing detailed territory and account plans.
Sales Execution
- Drive and orchestrate large, complex sales cycles and work with internal partners and teams to best serve the customer.
- Lead highly complex, multi-threaded sales motions involving multiple C-suite executives, business unit leaders, and technical stakeholders across the organization.
- Leverage prospect stories to create a compelling value proposition with insights into value for that specific account.
- Track record of closing multi-million-dollar, highly complex enterprise-wide opportunities involving multiple buying centers.
Consultative Selling & Solution Design
- Through consultative selling experience, identify business challenges and create solutions for prospects and customers.
- Understand the competitive landscape and customer needs so you can effectively position the portfolio of Palo Alto Networks solutions.
- Demonstrate technical aptitude for understanding how technology products and solutions solve business problems.
- Identify problems, review data, determine root causes, and provide scalable solutions.
Stakeholder Collaboration
- Collaborate and partner closely with the sales specialist organisation to position the whole product suite of Palo Alto Networks solutions.
- Successful collaboration with internal partners such as marketing and sales specialists to drive a multi-product approach.
- Demonstrate ability to engage and influence senior executive decision-makers across multiple functions and lines of business.
- Cultivate relationships with channel partners to bring a channel-centric go-to-market approach for customers.
Market & Industry Knowledge
- Stay updated on industry news and trends, and how they affect Palo Alto Networks products and services.
- Demonstrate in-depth knowledge of the full sales cycle and ability to follow a structured sales process.
Territory Management
- Travel as necessary within your territory and to company-wide meetings.
- Take a holistic approach to problem solving by understanding the bigger picture and considering complex interrelationships and outcomes.
- Work with high levels of autonomy and self-direction, with excellent time management skills.
Qualifications & Experience
- 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.
- 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.
- Consistent history of meeting or exceeding targets in a major accounts sales role.
Skills & Competencies
- Technical aptitude for understanding how technology products and solutions solve business problems.
- Consultative selling and value selling techniques.
- Problem-solving ability to identify root causes and provide scalable solutions.
- Executive presence and ability to engage C-suite decision-makers.
- 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 ability to work with high levels of autonomy and self-direction.
Additional Information
- Immigration sponsorship is not available for this position.
- Palo Alto Networks is an equal opportunity employer and is committed to providing reasonable accommodations for all qualified individuals with a disability.
- Accommodations requests can be directed to accommodations@paloaltonetworks.com.