Government Ict Enterprise Account Lead (Public Sector)

Pt Talenta Eksekutif Asia; Tangerang; On-site; IDR 1,615,799,000 - 2,333,932,000; Full time

Job summary

Palo Alto Networks in Jakarta Selatan, Indonesia seeks a Named Account Manager to drive enterprise ICT security solutions through a partner ecosystem, accelerating digital transformation for enterprise customers.

You will lead complex sales engagements, develop territory plans, forecast accurately, and collaborate with distributors and resellers to achieve revenue, profitability, and market share targets. Travel as required.

Qualifications

• 6+ years of demonstrated experience selling complex solutions, value selling, and/or consultative sales techniques.
• Technical aptitude for understanding technology solutions and how they solve business problems.
• In-depth knowledge of the full sales cycle and ability to follow a structured process.
• Excellent time management skills with the ability to work autonomously.
• Experience cultivating relationships with channel partners to support a channel-centric go-to-market approach.

Responsibilities

• Drive and orchestrate complex sales cycles with internal partners to serve the customer.
• Use consultative selling to identify business challenges and create solutions for prospects and customers.
• Understand the competitive landscape and customer needs to position the Palo Alto Networks portfolio.
• Create clear goals and accurate forecasting by developing a detailed territory plan.
• Collaborate with distributors and resellers to drive channel-driven revenue and market share.
• Travel as necessary within the territory and to company-wide meetings.

Skills

Complex sales

Value selling

Consultative selling

Technical aptitude

Sales cycle knowledge

Time management

Channel partner relationships

Job description

This role requires the candidate to work in Jakarta Selatan, Indonesia.

This company is one of the world’s leading providers of information and communications technology (ICT) infrastructure, enterprise networking solutions, cloud platforms, and smart digital technologies. Established in the late 1980s and headquartered in China, the organization operates in more than 170 countries and is globally recognized for its leadership in telecommunications infrastructure, enterprise digital transformation, 5G technologies, cloud computing, and artificial intelligence innovation.

The company maintains a strong global presence through continuous investment in advanced ICT solutions including enterprise networking, wireless communication systems, cloud infrastructure, cybersecurity, intelligent collaboration tools, and digital power technologies. Its large-scale research and development capabilities position the organization as a strategic technology partner for governments, telecommunications operators, enterprises, and ecosystem partners worldwide.

In Indonesia, the organization plays a critical role in accelerating national digital transformation initiatives by collaborating with government institutions, enterprise customers, channel ecosystems, and technology partners across multiple industries including telecommunications, finance, logistics, manufacturing, and smart infrastructure development.

This role carries full accountability for channel business growth, partner enablement, sales target achievement, and market expansion across enterprise ICT solutions including routers, switches, wireless solutions, security products, and small-scale data center technologies.

The position requires a commercially driven and relationship-oriented channel sales professional capable of building strategic partner alliances, driving market penetration, and executing channel business strategies within highly competitive ICT environments.

Identify, recruit, and develop strategic relationships with distributors, resellers, and channel partners to strengthen regional market coverage and business growth.

Develop and execute long-term partner business plans aligned with overall commercial objectives and channel expansion strategies.

Drive channel sales performance to achieve revenue, profitability, and market share targets across assigned territories and partner ecosystems.

Conduct regular business reviews, pipeline management activities, and joint sales planning with distributors and reseller partners.

Develop pricing strategies, promotional initiatives, and go-to-market programs tailored to Indonesia’s enterprise networking and ICT market landscape.

Create and support new business opportunities through the partner ecosystem while ensuring successful execution of channel-driven projects and customer engagements.

Collaborate closely with internal teams and channel partners on commercial structuring, solution positioning, pricing support, and competitive strategy execution.

Assess partner capability gaps and implement enablement programs covering product knowledge, solution selling, and operational readiness.

Maintain strong partner satisfaction by proactively managing relationship issues, resolving conflicts, and strengthening long-term collaboration.

Execute channel sales activities including customer visits, sales calls, marketing events, pipeline reviews, and business performance reporting.

Provide business forecasts, market intelligence, and operational insights to support strategic decision-making and channel growth initiatives.

Bachelor’s Degree in Telecommunications, Computer Science, Informatics Engineering, Information Technology, or related disciplines.

Minimum 7 years of experience within ICT industries or technology companies.

Minimum 5 years of experience in Channel Sales roles managing distributors, resellers, or channel ecosystems.

Strong understanding of enterprise networking and data communication products including routers, switches, Wi-Fi solutions, security technologies, and small-scale data center infrastructure.

Familiarity with Indonesia’s enterprise ICT distribution and reseller ecosystem.

Prior experience working with leading ICT vendors such as Cisco, Juniper, Aruba/HPE, HP, Nokia, or similar enterprise technology companies is highly preferred.

Experience working within ICT distributors or major system integrators will be an advantage.

Strong capability in partner management, channel development, sales planning, and commercial execution.

Good analytical and business forecasting capability with strong attention to detail.

Excellent communication, negotiation, and stakeholder management skills.

Strategic thinker with strong execution capability and hands-on operational approach.

Highly target-driven, adaptable, collaborative, and eager to learn within fast-paced business environments.

Professional fluency in spoken and written English is mandatory.

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 SummaryJob SummaryAs a Named Account Manager, you will partner with our customers to secure their entire digital experience by solving critical challenges and connecting them with solutions for every stage of threat prevention. You will be a significant driver of company revenue and growth, responsible for leading and driving complex sales engagements. You will guide customers through critical transformations, leveraging our comprehensive portfolio of best-in-breed solutions. Our immersive FLIGHT onboarding program will equip you to become a well-prepared sales professional, ready to help customers build a truly zero-trust security architecture.
Key Responsibilities
+ Drive and orchestrate complex sales cycles, working with internal partners to best serve the customer.
+ Use consultative selling experience to identify business challenges and create solutions for prospects and customers.
+ Understand the competitive landscape and customer needs to effectively position the Palo Alto Networks portfolio.
+ Create clear goals and complete accurate forecasting by developing a detailed territory plan.
+ Leverage prospect stories to create a compelling value proposition with insights into account-specific value.
+ Stay updated on industry news and trends and their effects on Palo Alto Networks products and services.
+ Travel as necessary within your territory and to company-wide meetings.
QualificationsRequired Qualifications+ 6+ years of demonstrated experience selling complex solutions, value selling, and/or consultative sales techniques.
+ Technical aptitude for understanding how technology products and solutions solve business problems.
+ In-depth knowledge of the full sales cycle and ability to follow a structured sales process.
+ Excellent time management skills, with the ability to work with high levels of autonomy and self-direction.
+ Experience cultivating relationships with channel partners to support a channel-centric go-to-market approach.
+ 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 .
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.