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About the Role

The Major Account Manager partners with customers to secure their entire digital experience, motivated by solving critical challenges in their secure environment and connecting them with solutions for every stage of threat prevention. This role is a significant driver of company revenue and growth, leading and driving sales engagements for Palo Alto Networks' platformization strategy and zero-trust security architecture.

Responsibilities

Drive and orchestrate large complex sales cycles.
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 Palo Alto Networks solutions.
Create clear goals and complete accurate forecasting by 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 their effect on Palo Alto Networks products and services.
Travel as necessary within territory and to company-wide meetings.

Requirements

At least 10 years of demonstrated experience selling complex solutions, value selling, and/or consultative sales techniques.
Experience and knowledge of SaaS-based architectures, ideally in a networking and/or security industry.
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 cultivate relationships with channel partners for a channel-centric go-to-market approach.
Demonstrates in-depth knowledge of the full sales cycle and ability to follow a structured sales process.
Ability to take a holistic approach to problem-solving by understanding the bigger picture and considering complex interrelationships and outcomes.
Excellent time management skills.
Ability to work with high levels of autonomy and self-direction.

Skills

Consultative selling
Value selling
Complex solution selling
SaaS architecture knowledge
Networking industry knowledge
Security industry knowledge
Technical aptitude
Problem-solving
Relationship cultivation
Sales cycle management
Holistic problem-solving
Time management
Autonomy
Self-direction

Location

Headquarters

Work Type

Full-time
In-person

Experience Level

10+ years of sales experience

About the Company

Palo Alto Networks is united by a shared mission to protect our digital way of life.
We thrive at the intersection of innovation and impact, solving real-world problems with cutting-edge technology and bold thinking.
We believe collaboration thrives in person, supporting real-time problem-solving, stronger relationships, and precision that drives great outcomes.
We are trailblazers that dream big, take risks, and challenge cybersecurity’s status quo.
We believe diverse teams innovating together are essential to accomplishing our mission.

Equal Opportunity

We are committed to providing reasonable accommodations for all qualified individuals with a disability.
Palo Alto Networks is an equal opportunity employer.
We celebrate diversity in our workplace, and 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.
All your information will be kept confidential according to EEO guidelines.