Major Account Manager (Defence)

Role Overview

Major Account Manager (Defence) at Palo Alto Networks. This role is remote.

Company Overview

At Palo Alto Networks, the mission is to protect our digital way of life. The company is united by values of Disruption, Collaboration, Execution, Integrity, and Inclusion. AI is woven into the fabric of everything the organization does to augment the impact every individual can have. The sales team works hand-in-hand with large organizations around the world to keep their digital environments protected, educating, inspiring, and empowering potential clients in their journey to security.

Role Purpose

The Major Account Manager partners with customers to secure their entire digital experience by connecting them with solutions for every stage of threat prevention. You will drive and orchestrate large complex sales cycles, own a portfolio of complex accounts within large enterprises focusing on longer-term transformation initiatives, and serve as a significant driver of company revenue and growth.

Key Responsibilities

Sales Leadership & 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.
• Own a portfolio of complex accounts within large enterprises, focusing on longer-term transformation initiatives.
• Serve as the executive lead for the account, coordinating internal executive sponsorship, partners, and extended account teams.

Account Strategy & Planning

• Develop and execute comprehensive account strategies that align Palo Alto Networks' platform capabilities to the customer's long-term business and security roadmap.
• Create clear goals and complete accurate forecasting through developing detailed territory and account plans.
• Identify business challenges and create solutions for prospects and customers through consultative selling experience.
• Leverage prospect stories to create a compelling value proposition with insights into value for that specific account.

Market & Solution Positioning

• Understand the competitive landscape and customer needs so you can effectively position the portfolio of Palo Alto Networks solutions.
• Collaborate and partner closely with the sales specialist organisation to position the whole product suite of Palo Alto Networks solutions.
• Stay updated on industry news and trends, and how they affect Palo Alto Networks products and services.

Stakeholder Management & Partnership

• 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.
• Successfully collaborate with internal partners such as marketing and sales specialists to drive a multi-product approach.
• Travel as necessary within your territory and to company-wide meetings.

Qualifications & Experience

• Extensive experience selling into top accounts in Abu Dhabi.
• 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.
• Demonstrated experience selling complex solutions, value selling, and consultative sales techniques.
• Demonstrates in-depth knowledge of the full sales cycle and the ability to follow a structured sales process.
• Consistent history of meeting or exceeding targets in a major accounts sales role.
• Experience and knowledge of SaaS-based architectures, ideally in a networking and/or security industry.

Skills & Competencies

• Technical aptitude for understanding how technology products and solutions solve business problems.
• Identifies problems, reviews data, determines root causes, and provides scalable solutions.
• 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.

Additional Information

• This role is remote; hybrid teams collaborate across geographies.
• Travel as necessary within territory and to company-wide meetings.
• 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. Contact accommodations@paloaltonetworks.com for assistance or accommodation.