About the position
The Major Account Manager partners with our customers to secure their entire digital experience. You’re motivated by the desire to solve critical challenges facing our customer’s secure environment, so you’re prepared to connect them with a solution for every stage of threat prevention. This role is a significant driver of company revenue and growth. As an experienced and dynamic sales professional, you’re responsible for leading and driving sales engagements. 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. To ensure our sales team is equipped to guide customers, we've developed FLIGHT, an immersive onboarding program. Flight blends virtual and in-person learning at our headquarters, where new sales hires will participate in dynamic cohorts, fully dedicated to their training without customer distractions. This focused approach ensures they emerge as well-prepared sales professionals, ready to help customers leverage our comprehensive portfolio.
Responsibilities
- Drive and orchestrate large complex sales cycles and work with internal partners and teams to best serve the customer.
- Identify business challenges and create solutions for prospects and customers through consultative selling.
- Understand the competitive landscape and customer needs to effectively position the portfolio of Palo Alto Networks solutions.
- Create clear goals and complete accurate forecasting through developing a detailed territory plan.
- Leverage prospect stories to create a compelling value proposition with insights into value for specific accounts.
- 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.
Requirements
- Experience and knowledge of SaaS-based architectures, ideally in a networking and/or security industry.
- Demonstrated experience selling complex solutions, value selling, and/or consultative sales techniques.
- 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.
- Cultivate relationships with channel partners to bring a channel-centric go-to-market approach for customers.
- Demonstrates in-depth knowledge of the full sales cycle and the ability to follow a structured sales process.
- Excellent time management skills, and ability to work with high levels of autonomy and self-direction.
Benefits
- Base salary + commission target expected to be between $255000 - $351000/YR.
- Offered compensation may include restricted stock units and a bonus.
