وصف الوظيفة
Role Overview
Major Account Manager – Local Government, Abu Dhabi at Palo Alto Networks. 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.
Company Overview
Palo Alto Networks is the cybersecurity partner of choice, protecting our digital way of life. We are a company built on the foundation of challenging and disrupting the way things are done. Our values are 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. 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.
Role Purpose
The Major Account Manager partners with customers to secure their entire digital experience. You will drive and orchestrate large complex sales cycles and work with internal partners and teams to best serve the customer. This role is a significant driver of company revenue and growth. As an experienced and dynamic sales professional, you are responsible for leading and driving sales engagements with large enterprises, focusing on longer-term transformation initiatives.
Key Responsibilities
Sales Leadership & Account Management
- Drive and orchestrate large complex sales cycles and work with internal partners and teams to best serve the customer.
- Own a portfolio of complex accounts within large enterprises, focusing on longer-term transformation initiatives.
- Lead highly complex, multi-threaded sales motions involving multiple C-suite executives, business unit leaders, and technical stakeholders across the organization.
- 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.
Consultative Selling & Strategy
- Through consultative selling experience identify business challenges and create solutions for prospects and our customers.
- Understand the competitive landscape and customer needs so you can effectively position the portfolio of Palo Alto Networks solutions.
- Develop and execute comprehensive account strategies that align Palo Alto Networks' platform capabilities to the customer's long-term business and security roadmap.
- Leverage prospect stories to create a compelling value proposition with insights into value for that specific account.
Planning & Forecasting
- Create clear goals and complete accurate forecasting through developing a detailed territory and account plans.
Collaboration & Partnerships
- Collaborate and partner closely with the sales specialist organisation to position the whole product suite of Palo Alto Networks solutions.
- Cultivate relationships with channel partners to bring channel-centric go-to-market approach for our customers.
- Successful collaboration with internal partners such as marketing, sales specialists, etc. to drive a multi-product approach.
Stakeholder Engagement
- Demonstrate ability to engage and influence senior executive decision-makers across multiple functions and lines of business.
Market & Industry Knowledge
- Stay updated on industry news and trends, and how they affect Palo Alto Networks products and services.
Problem Solving
- Identify problems, review data, determine the root causes, and provide scalable solutions.
- Take a holistic approach to problem solving by understanding the bigger picture, and considering complex interrelationships and outcomes.
Qualifications & Experience
- Experience and knowledge of SaaS-based architectures, ideally in a networking and/or security industry.
- Extensive experience selling into top public sector accounts in Abu Dhabi, UAE; ideally experience in Defence sector.
- 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.
- Track record of closing multi-million-dollar, highly complex enterprise-wide opportunities involving multiple buying centers.
- Consistent history of meeting or exceeding targets in a major accounts sales role.
- Demonstrates in-depth knowledge of the full sales cycle and the ability to follow a structured sales process.
Skills & Competencies
- Technical aptitude for understanding how technology products and solutions solve business problems.
- Excellent time management skills, and work with high levels of autonomy and self-direction.
Additional Information
Immigration Sponsorship: This position is not eligible for immigration sponsorship. We will not sponsor applicants for work visas for this position.
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.
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 accommodations@paloaltonetworks.com.