Major Account Manager - Higher Education

Palo Alto Networks; North Sydney; On-site; AUD 120,000 - 160,000; Full time

Job summary

Palo Alto Networks is seeking a Major Account Manager to partner with customers and secure their digital experience. You will lead high-stakes sales engagements, connecting clients with solutions across threat prevention and zero-trust architectures.

As a senior sales professional, you will drive revenue, orchestrate large cycles, and collaborate with internal teams and partners to deliver outcomes. This role demands experience, strategic thinking, and travel within the region.

Qualifications

• At least 10 years of demonstrated experience selling complex solutions.
• Experience with SaaS architectures, ideally in networking or security.
• Strong technical aptitude to translate tech into business value.
• Develops channel partnerships for go‑to‑market initiatives.
• Knows the full sales cycle and a structured process.
• Ability to see the bigger picture and complex interdependencies.
• Excellent time management and high autonomy.

Responsibilities

• Drive and orchestrate large, complex sales cycles with internal partners.
• Apply consultative selling to identify business challenges and craft solutions.
• Understand competitive landscape and position the Palo Alto Networks portfolio.
• Create clear goals and accurate forecasting via a detailed territory plan.
• Leverage prospect stories to demonstrate value for each account.
• Stay informed on industry trends and their impact on our products.
• Travel within the territory and to company meetings as needed.

Skills

Senior sales experience

Consultative selling

SaaS architectures knowledge

Technical aptitude

Channel partner relationships

Forecasting & territory planning

Holistic problem solving

Autonomy & time management

Job description

Our Mission

At Palo Alto Networks®, we’re 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. Here, everyone has a voice, and every idea counts. If you’re ready to do the most meaningful work of your career alongside people who are just as passionate as you are, you’re in the right place.

Who We Are

In order to be the cybersecurity partner of choice, we must trailblaze the path and shape the future of our industry. This is something our employees work at each day and is defined by our values: Disruption, Collaboration, Execution, Integrity, and Inclusion. We weave AI into the fabric of everything we do and use it to augment the impact every individual can have. If you are passionate about solving real-world problems and ideating beside the best and the brightest, we invite you to join us!

We believe collaboration thrives in person. That’s why most of our teams work from the office full time, with flexibility when it’s needed. This model supports real-time problem-solving, stronger relationships, and the kind of precision that drives great outcomes.

Job Summary

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

• Your consultative selling experience will identify business challenges and create solutions for prospects and our customers

• 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 plan

• 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

• Travel as necessary within your territory, and to company-wide meetings

Qualifications

• 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

• 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

• 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

Our Commitment

We’re trailblazers that dream big, take risks, and challenge cybersecurity’s status quo. It’s simple: we can’t accomplish our mission without diverse teams innovating, together.

We are committed to providing reasonable accommodations for all qualified individuals with a disability. If you require assistance or accommodation due to a disability or special need, please contact us at [e-mail] .

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.

Is role eligible for Immigration Sponsorship? No. Please note that we will not sponsor applicants for work visas for this position.