[Hiring] Major Account Manager @Palo Alto Networks

Role Description

As a Major Account Manager, you will drive and orchestrate large complex and multi-year sales cycles aligning internal partners and specialist teams to consistently secure large enterprise agreements and exceed revenue targets.

• Own and develop a portfolio of complex accounts within large enterprises, focusing on longer-term transformation initiatives.
• Through consultative selling experience, identify business challenges and create solutions for prospects and customers, driving vendor consolidation across network, cloud, and security operations.
• Lead highly complex, multi-threaded sales motions involving multiple C-suite executives, business unit leaders, and technical stakeholders.
• Master the competitive landscape and customer needs to effectively position the portfolio of Palo Alto Networks solutions.
• Create clear goals, accurate forecasting, and predictable pipeline through detailed territory & account plans that align with customer’s board-level priorities.
• Develop and execute comprehensive account strategies that align Palo Alto Networks’ platform capabilities to the customer’s long-term business and security roadmap.
• Collaborate closely with the sales specialist organization to position the whole product suite of Palo Alto Networks solutions.
• Build board-ready business cases and financial models to create a compelling value proposition that justifies significant long-term customer investment.
• Anticipate industry and macroeconomic trends and their effects on Palo Alto Networks products and services.
• 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.

Qualifications

• Experience and knowledge of SaaS-based architectures, ideally in a networking and/or security industry.
• Experience working with Regional Government customers.
• 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.
• Technical aptitude for understanding how technology products and solutions solve business problems.
• Identifies problems, reviews data, determines root causes, and provides scalable solutions.
• Cultivate relationships with channel partners to bring a channel-centric go-to-market approach for customers.
• Demonstrated ability to engage and influence senior executive decision-makers across multiple functions.
• In-depth knowledge of the full sales cycle and ability to follow a structured sales process.
• Successful collaboration with internal partners such as marketing and sales specialists to drive a multi-product approach.
• Track record of closing multi-million-dollar, highly complex enterprise-wide opportunities involving multiple buying centers.
• Ability to take a holistic approach to problem solving by understanding the bigger picture.
• Excellent time management skills, with high levels of autonomy and self-direction.
• Consistent history of meeting or exceeding targets in a major accounts sales role.

Company Description