Major Account Manager - Abu Dhabi

Palo Alto Networks; Dubai; On-site; AED 300,000 - 520,000; Full time

Job summary

Palo Alto Networks is seeking a Major Account Manager in Dubai to drive large, complex enterprise sales of our security platform. You will lead multi-stakeholder engagements, develop strategic account plans, and coordinate cross-functional teams to deliver end-to-end solutions.

The role requires a proven track record in SaaS-based architectures within security or networking, with strong consultative selling and executive sponsorship skills. Travel within the region is expected.

Qualifications

• Experience selling SaaS-based architectures, preferably in security or networking.
• Proven track record with large, complex accounts and multi-year cycles.
• Strong consultative selling and executive-level engagement skills.

Responsibilities

• Drive large, complex sales cycles with multiple stakeholders.
• Own a portfolio of large enterprise accounts and long-term transformation initiatives.
• Collaborate with cross-functional teams and sales specialists to position multi-product solutions.
• Develop and execute account plans and forecast accurately.
• Travel within territory as required.

Skills

SaaS selling

Complex sales

Consultative selling

Executive stakeholder engagement

Account management

Forecasting

Strategic planning

Multi-threaded sales motions

Education

Experience in security or networking industry

Job description

Job Summary

Major Account Manager

Our Mission

At Palo Alto Networks everything starts and ends with our mission

Being the cybersecurity partner of choice protecting our digital way of life

We have the vision of a world where each day is safer and more secure than the one before These aren t easy goals to accomplish but we re not here for easy We re here for better We are a company built on the foundation of challenging and disrupting the way things are done and we re looking for innovators who are as committed to shaping the future of cybersecurity as we are

We re changing the nature of work Palo Alto Networks is evolving to meet the needs of our employees now and in the future through FLEXWORK our approach to how we work From benefits to learning location to leadership we ve rethought and recreated every aspect of the employee experience at Palo Alto Networks And because it FLEXes around each individual employee based on their individual choices employees are empowered to push boundaries and help us all evolve together

Your Career

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

Your Impact

As a Major Account Manager you will drive and orchestrate large complex sales cycles and work with our internal partners and teams to best serve the customer

Own a portfolio of complex accounts within large enterprises focusing on longer-term transformation initiatives

Through consultative selling experience you will identify business challenges and create solutions for prospects and our customers

Lead highly complex multi-threaded sales motions involving multiple C-suite executives business unit leaders and technical stakeholders across the organization

Understand the competitive landscape and customer needs so you can effectively position the portfolio of Palo Alto Networks solutions

Create clear goals and complete accurate forecasting through developing a detailed territory amp account plans

Develop and execute comprehensive account strategies that align Palo Alto Networks platform capabilities to the customer s long-term business and security roadmap

Collaborate and partner closely with the sales specialist organisation to position the whole product suite of Palo Alto Networks solutions

Leverage prospect stories to create a compelling value proposition with insights into value for that specific account

Stay updated on industry news and trends and how they affect 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

Your Experience

Experience and knowledge of SaaS-based architectures ideally in a networking and or security industry

Extensive experience selling into large public sector organizations

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 the root causes and provides scalable solutions

Cultivate relationships with our channel partners to bring channel-centric go-to-market approach for our customers

Demonstrated ability to engage and influence senior executive decision-makers across multiple functions and lines of business

Demonstrates in depth knowledge of the full sales cycle and the ability to follow a structured sales process

Successful collaboration with internal partners such as marketing sales specialists etc 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 and considering complex interrelationships and outcomes

Excellent time management skills and work with high levels of autonomy and self-direction

Consistent history of meeting or exceeding targets in a major accounts sales role