Regional Sales Manager - Local Government & NFP

Palo Alto Networks; Melbourne; On-site; AUD 120,000 - 180,000; Full time

Job summary

Palo Alto Networks in Melbourne is seeking a Regional Sales Manager to drive new business and expand our footprint in Victoria, focusing on Local Government, Aged Care and Not For Profit sectors. You will lead complex sales cycles, craft territory plans, and work with partners to win and onboard new customers.

You will leverage consultative selling to target net-new logo deployments of our Next Generation Security Platform, displacing incumbents and growing market share.

Qualifications

• Experience in cybersecurity sales with net-new customer acquisition.
• Experience with Local Government, Not For Profit and Aged Care is desirable.
• Proven ability to develop and close enterprise opportunities in new accounts.

Responsibilities

• As a Regional Sales Manager, drive and orchestrate complex new business sales cycles with internal partners.
• Prospect, initiate, and secure relationships with prospective customers and executive sponsors.
• Create and implement strategic account plans focused on net-new deployments.
• Maintain understanding of competitive landscape to displace incumbents.
• Engage in demand generation, cold prospecting, and territory hunting.
• Leverage customer stories to open doors and create urgency for target accounts.
• Stay updated on industry trends to educate and convert prospects.
• Travel within your territory for meetings and company-wide events.

Skills

Cybersecurity sales

Net-new acquisition

Territory planning

Consultative selling

Relationship building

Account strategy

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.

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

The Regional Sales Manager is a significant driver of company revenue through net new customer acquisition. As an experienced and dynamic sales professional, you’re responsible for leading and driving new business pipeline and sales engagements. You’re motivated by the desire to solve critical challenges facing a growing portfolio of new clients, so you’re prepared to connect them with a solution for every stage of threat prevention.

You’ll be responsible for meeting and exceeding your quota by crafting and implementing strategic territory plans targeting net new logo deployments of the Palo Alto Networks Next Generation Security Platform. This is a unique opportunity for a closer with a go-getter mentality to win business and market share by actively displacing competing technologies.

Your Career

The territory focus of this role will be Local Government, Aged Care and Not For Profit organisations in Victoria.

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 an Regional Sales Manager, you will drive and orchestrate complex new business sales cycles, working with internal partners and teams to win and onboard new customers.
• Bring your experience and consultative selling skills to prospect, initiate, and secure relationships with prospective customers and executive sponsors.
• Your focus will be to create and implement strategic account plans focused on attaining enterprise-wide deployments within net-new accounts.
• Maintain a deep understanding of the strategic competitive landscape and customer needs so you can effectively position Palo Alto Networks to displace incumbent technologies.
• Engage a programmatic approach to demand generation, cold prospecting, and territory hunting to build and expand your territory.
• Leverage prospect stories to create a compelling value proposition that opens doors and creates urgency for specific target accounts.
• Stay updated on industry news and trends, and how they affect Palo Alto Networks products and services to effectively educate and convert prospects.
• Travel as necessary within your territory for face-to-face prospect meetings, and to company-wide meetings.

Qualifications

• Experience in cybersecurity sales is preferred, with knowledge of SaaS-based architectures and a proven track record of net-new customer acquisition.
• Experience in working with Local Government, Not For Profit and Aged Care is highly desirable.
• Experience cultivating mutually beneficial relationships with channel partners to accelerate pipeline generation and co-sell into new target accounts.
• A true hunter mentality with the ability to lead all aspects of the sales cycle—from cold outreach and prospecting to qualifying, developing, and closing new, white-space territories and accounts.
• Possess a successful track record selling complex solutions to enterprise prospects.
• Excellent time management skills, and the ability to independently build and execute a territory growth strategy with high levels of autonomy.
• Highly competitive, quick to ramp, and driven by the thrill of the win, priding yourself on consistently exceeding production goals.

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.