Major Identity Account Manager

Palo Alto Networks; Deutschland; On-site; EUR 100,000 - 140,000; Full time

Benefits offered by this job

Healthcare options

On-site gym

Equity grants

ESPP

Flexible Time Off

Company discount program

Job summary

Palo Alto Networks is seeking an experienced Major Account Executive to drive enterprise software sales in Germany. You will manage the full sales cycle, relationship-building with C-suite stakeholders, and coordination with a cross-functional team including Solution Engineers, Channel Account Managers, and Marketing experts.

You will lead engagement with enterprise accounts, map our cybersecurity offerings to customers’ strategic imperatives, and push for sustainable revenue growth while

Qualifications

• Experience selling SaaS to enterprise customers
• Ability to articulate business value to C-suite and budget holders
• Proven track record in delivering revenue in excess of quota

Responsibilities

• Lead the full sales cycle from prospecting to contract close
• Build and maintain relationships with enterprise accounts in Germany
• Coordinate with Solution Engineers, Channel Account Managers, and Customer Success teams
• Forecast and manage the pipeline in Salesforce to present an accurate business view
• Collaborate with go-to-market and marketing teams and work with channel partners

Skills

SaaS sales

Enterprise sales

German language

English language

Tools

Salesforce

Job description

• As a Major Account Executive, you will work with enterprise-scale customers. Our Major Account Executives are always customer-facing and are expected to spend a large portion of their time building and maintaining meaningful relationships with new and existing enterprise clients
• A Major Account Executive here at IDIRA will manage the whole sales cycle, working as a focal point for your team of Solution Engineers, Channel Account Managers, Customer Success Managers, Marketing experts and all the other supporting resources
• This Major Account Executive will be looking after Germany enterprise territory
• Developing in collaboration with management territory plans for a defined set of accounts
• Develop knowledge of our products, map them to customer strategic imperatives and be able to articulate their business value for budget holders and decision-makers such as C-suite, Technical, Product and/or Finance teams
• Planning engagement activities to build and maintain enterprise accounts that deliver long-term benefits for our partners, advisors and third parties while delivering revenue in excess of quota to grow our company
• Follow up on incoming or self-generated leads, confidently articulating the need and methodologies around identity security and privileged access management
• Leading the whole sales cycle, from self-generated leads, through to proof of technical and business value, to negotiation, contracting and deal closing
• Accurately forecast your business and maintain business systems such as Salesforce CRM to present an accurate and up-to-date view of your business
• Operate in a team environment both within the Major Account Executive team as well as leading cross-functioning teams such as go-to-market and marketing
• Work effectively with our multiple channel partners to extend our sales and delivery reach

Benefits

• Healthcare: We value your health and provide options so you can choose what best supports your lifestyle and personal health goals. Various nationwide plans — including Blue Shield of California, Kaiser Permanente, Delta Dental, VSP, and more — are available to you and your family. Our providers offer the flexibility you want and the coverage you need
• Wellness: With a large on-site gym and daily, instructor-led exercise classes at HQ in Santa Clara, Palo Alto Networks actively supports employee fitness. Our juice bar, Gym & Juice, features fresh juice blends, a quick and nutritious option pre- or post-workout. And our ongoing wellness speaker series highlights the latest trends in health and wellness
• Development: Professional development is serious business at Palo Alto Networks, where the Talent Development team offers 25+ courses to help employees boost their careers and develop leadership capability
• Financial: Most roles are eligible for equity grants, and we now offer new hires a quarterly vesting schedule right away. We want you to be fairly compensated and rewarded as soon as you make an impact – on our team, that happens immediately! And because we consider every employee a stakeholder in our long-term success, we offer an Employee Stock Purchase Plan (ESPP) with a 24‑month lookback. From life insurance to health savings accounts, we provide ways to help you protect and grow your wealth. Palo Alto Networks offers both traditional and Roth 401(k) options, along with a company match of 50% to a max annual amount of $1,000
• Time Off: In addition to paid corporate holidays, Flexible Time Off programs empower our employees to balance their work schedules with personal time off. We offer 12 weeks of full pay for medical leave and 6 weeks of full pay for parental leave. As a company with strong ties to the military and veterans, we also offer 26 weeks of full pay for military leave
• Perks: Our corporate discount program provides employees with significant discounts on merchandise, travel and entertainment. We offer many on-site perks at headquarters, including cafeterias, fuel service, dry cleaning service, EV charging stations, and a company store. We also provide complimentary drinks, fresh fruit, and snacks in break rooms across our campus to help everyone power through the day.

Life at Palo Alto Network

Fluent German & EnglishYou have demonstrated success in SaaS sales and subscription sales, preferably in large transformative software solutions sold to large enterprisesKnowledge in Cybersecurity, Identity Management, Database Management, SIEM and Compliance, Information Security, or Enterprise IT ExperienceUnderstanding of use cases and requirements in securing sensitive data and IT systems of customers by qualifying identity security opportunitiesYou can relate IT to business objectivesActive network of contacts across the Enterprise customer ecosystem