Remote Enterprise Account Manager – Cybersecurity Solutions

Palo Alto Networks, Inc.; City Of London; Remote; GBP 90,000 - 130,000; Full time

Job summary

Palo Alto Networks is seeking a Major Account Manager to drive large enterprise sales across a portfolio of strategic accounts. You will navigate multi-year cycles, coordinate internal partners, and align solutions with customers’ security goals to deliver measurable value.

You will engage with executives across functions, build trusted relationships, and lead complex deals in a remote/hybrid environment, traveling as needed to meet clients and team milestones.

Qualifications

• Experience and knowledge of SaaS-based architectures, ideally in a networking and/or security industry.
• Experience working with major UK Healthcare and Regional Government customers.
• 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

Responsibilities

• As a Major Account Manager, you will drive and orchestrate large complex and multi-year sales cycles aligning internal partners and specialist teams to consistently secure large enterprise agreements and exceed revenue targets.
• Own and develop 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 driving vendor consolidation across network, cloud and security operations.
• Lead highly complex, multi-threaded sales motions involving multiple C-suite executives, business unit leaders, and technical stakeholders across the organization to navigate complex procurement matrices and lock in long-term strategic partnerships.
• Master the competitive landscape and customer needs so you can effectively position the portfolio of Palo Alto Networks solutions
• Create clear goals, accurate forecasting and predictable pipeline through detailed territory & account plans that align directly with the customer’s board-level priorities.
• Develop and execute comprehensive account strategies that align Palo Alto Networks’ platform capabilities to the customer’s long-term business and security roadmap to drive cross-platform adoption and maximize the total contract value of every engagement.
• Collaborate and partner closely with the sales specialist organisation to position the whole product suite of Palo Alto Networks solutions
• Build board ready business cases and financial models to create a compelling value proposition that justifies significant long term customer investment and accelerates executive sign-off.
• Anticipate industry and macroeconomic trends, and how they affect Palo Alto Networks products and services to ensure flawless execution, deployment and high impact-customer success.
• 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

Skills

SaaS architecture knowledge

UK public sector experience

Consultative selling

Complex account management

Technical aptitude

Executive stakeholder engagement

Sales cycle management

Strategic thinking

Job description

Palo Alto Networks is seeking a Major Account Manager to drive large enterprise sales across a portfolio of strategic accounts. You will navigate multi-year cycles, coordinate internal partners, and align solutions with customers’ security goals to deliver measurable value.

You will engage with executives across functions, build trusted relationships, and lead complex deals in a remote/hybrid environment, traveling as needed to meet clients and team milestones.