Regional Sales Manager , Public Sector - Dubai

Role Overview

Regional Sales Manager, Public Sector at Palo Alto Networks, based in Dubai.

Company Overview

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

Role Purpose

The Regional Sales Manager partners with midsize and regional customers to secure their entire digital experience. You will drive complex sales cycles, navigate matrixed organizations, and connect customers with comprehensive solutions for every stage of threat prevention, leveraging Palo Alto Networks' platform-based approach to zero-trust security architecture.

Key Responsibilities

Sales Execution & Revenue

• Drive and orchestrate complex sales cycles and sell Palo Alto Networks products and solutions through Channel Partners and direct customer interactions to consistently achieve and exceed regional revenue targets.
• Own and develop a diverse set of customers in selected complex accounts, focusing on long-term value creation.
• Identify, prioritize, and focus on the largest opportunities within the territory, maximizing total contract value while balancing breadth of coverage with depth on higher-value deals.
• Demonstrate excellent time management and a history of consistently meeting or exceeding sales targets in a regional sales environment.

Solution Consulting & Positioning

• Leverage consultative selling experience to identify business challenges and create solutions for prospects and existing customers, architecting comprehensive cybersecurity transformation across network, cloud, and SOC environments.
• Master the competitive landscape, trends, and customer needs to effectively position the portfolio of Palo Alto Networks solutions.
• Collaborate with specialist sales teams driving cross-platform adoption and ensure the best solution for customers and prospects.

Stakeholder Management & Relationship Building

• Lead multi-threaded sales engagements involving senior executive stakeholders, technical buyers, and procurement teams to navigate enterprise purchasing complexities and secure large-scale, multi-year deployments.
• Build and leverage C-level relationships (CIO, CISO, CSO, and equivalent) to establish Palo Alto Networks as a trusted strategic partner.
• Navigate enterprise procurement processes, including legal, security, and commercial negotiations.

Territory & Account Planning

• Create clear goals and accurate forecasting, developing detailed, data-driven territory and deep account plans aligned with customer business priorities.
• Leverage channel and marketing programs as well as sales plays to drive pipeline generation and expand coverage across the region with existing and new customers.
• Cultivate relationships with channel partners to bring a channel-centric go-to-market approach.

Qualifications & Experience

• Experience and knowledge of SaaS-based architectures, ideally in networking and/or security industry.
• Experience selling into mid-size and large enterprises, typically with multi-billion-dollar revenue and global or multi-regional operations.
• Demonstrated experience selling complex solutions, value selling, and/or consultative sales techniques.
• Proven ability to manage high-value accounts with extended sales cycles while operating in a high-variance environment.
• Comfort managing accounts of different sizes, deal complexity, and sales readiness; deals may range from mid-market cycles to six and seven-figure, enterprise-scale opportunities.
• Demonstrates in-depth knowledge of the full sales cycle and the ability to follow a structured sales process.
• Experience collaborating closely with a specialist sales organization to position the complete portfolio with prospects and customers.

Skills & Competencies

• Technical aptitude for understanding how technology products and solutions solve business problems.
• Consultative selling and value selling techniques.
• Enterprise procurement navigation.
• Time management and sales target execution.
• Channel partner relationship management.

Additional Information

• This role is remote, but the organization operates hybrid teams that collaborate across geographies.
• All new sales hires participate in FLIGHT, an immersive onboarding program blending virtual and in-person learning at headquarters, designed to equip the sales team to guide customers through Palo Alto Networks' comprehensive portfolio.
• Immigration sponsorship is available for qualified candidates.
• Palo Alto Networks is an equal opportunity employer and provides reasonable accommodations for all qualified individuals with a disability. Contact accommodations@paloaltonetworks.com for assistance or accommodation requests.