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About the Role
The Major Account Manager partners with customers to secure their entire digital experience by solving critical challenges in their secure environment and connecting them with solutions for threat prevention. This role is a significant driver of company revenue and growth, requiring leadership and driving sales engagements.
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 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 their effect on Palo Alto Networks products and services.
- Travel as necessary within 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, ideally to research institutions in Germany.
- Technical aptitude for understanding how technology products and solutions solve business problems.
- Identifies problems, reviews data, determines root causes, and provides scalable solutions.
- Cultivates 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.
- 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 work with high levels of autonomy and self-direction.
- English and German language proficiency – strong communication and presentation skills, written and spoken.
Skills
- SaaS-based architectures
- Networking
- Security
- Complex solutions selling
- Value selling
- Consultative sales techniques
- Technical aptitude
- Problem identification
- Data review
- Root cause determination
- Scalable solutions
- Channel partner relationship cultivation
- Full sales cycle knowledge
- Structured sales process adherence
- Holistic problem solving
- Time management
- Autonomy
- Self-direction
- Communication skills
- Presentation skills
Location
- Remote
Work Type
- Remote
- Hybrid
Experience Level
- Experienced
- Dynamic
About the Company
- Palo Alto Networks is united by a shared mission to protect our digital way of life, thriving at the intersection of innovation and impact.
- The company shapes the future of the cybersecurity industry by trailblazing and is defined by its values: Disruption, Collaboration, Execution, Integrity, and Inclusion.
- AI is woven into the fabric of everything they do to augment individual impact.
- They are committed to providing reasonable accommodations for all qualified individuals with a disability.
- Palo Alto Networks is an equal opportunity employer that celebrates diversity.
Equal Opportunity
- Palo Alto Networks is an equal opportunity employer.
- 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 information will be kept confidential according to EEO guidelines.