Major Account Manager

Role Overview

Major Account Manager at Palo Alto Networks. This role is based on a full-time, in-office model with flexibility when needed.

Company Overview

Palo Alto Networks is a cybersecurity company united by the mission to protect the digital way of life. The company operates at the intersection of innovation and impact, solving real-world problems with cutting-edge technology. Core values include Disruption, Collaboration, Execution, Integrity, and Inclusion. AI is woven into everything the company does to augment individual and team impact.

Role Purpose

The Major Account Manager partners with large enterprise customers to secure their entire digital experience. This role drives significant company revenue and growth by leading complex, multi-threaded sales engagements and orchestrating large enterprise transformations aligned to Palo Alto Networks' platform capabilities.

Key Responsibilities

Sales Strategy & Account Management

• Own a portfolio of complex accounts within large enterprises, focusing on longer-term transformation initiatives.
• Create clear goals and complete accurate forecasting through developing detailed territory and 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.
• Understand the competitive landscape and customer needs to effectively position the portfolio of Palo Alto Networks solutions.

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.
• Serve as the executive lead for the account, coordinating internal executive sponsorship, partners, and extended account teams.
• Through consultative selling experience, identify business challenges and create solutions for prospects and customers.

Value Proposition & Positioning

• Leverage prospect stories to create a compelling value proposition with insights into value for that specific account.
• Collaborate and partner closely with the sales specialist organization to position the whole product suite of Palo Alto Networks solutions.
• Demonstrate ability to engage and influence senior executive decision-makers across multiple functions and lines of business.

Partnership & Stakeholder Management

• Cultivate relationships with channel partners to bring a channel-centric go-to-market approach for customers.
• Collaborate successfully with internal partners such as marketing and sales specialists to drive a multi-product approach.

Market & Industry Awareness

• Stay updated on industry news and trends, and how they affect Palo Alto Networks products and services.
• Travel as necessary within your territory and to company-wide meetings.

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 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.
• Ability to identify problems, review data, determine root causes, and provide 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 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 celebrates diversity in the workplace. 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.
• Reasonable accommodations are available for all qualified individuals with a disability. Contact accommodations@paloaltonetworks.com for assistance or accommodation requests.
• New sales hires participate in FLIGHT, an immersive onboarding program blending virtual and in-person learning at company headquarters.