Major Account Manager - Private Sector

Palo Alto Networks; Dublin; On-site; EUR 80,000 - 100,000; Full time

Job summary

Palo Alto Networks is seeking a Major Account Manager in Dublin, Ireland. This role focuses on strategic partnerships with critical customers, managing an annual business plan, and consolidating security solutions across various platforms.

The ideal candidate will have proven sales excellence, especially within the technology or cybersecurity sector, and demonstrate strong market knowledge of Ireland. The position is hybrid, fostering collaboration across teams to drive significant impact.

Qualifications

• Proven track record of exceeding quotas in major account sales within the technology or cybersecurity sector.
• Ability to manage high-volume, complex territories, shifting from opportunistic hunting to programmatic, reference-based scaling.
• Experience with MEDDPICC or similar sales methodologies to drive complex, multi-stakeholder deal cycles.
• Deep understanding of the Irish business landscape.
• Strong ability to orchestrate cross-functional teams.

Responsibilities

• Develop and manage an annual territory business plan.
• Drive our core strategy of consolidating customer security postures.
• Apply the MEDDPICC framework to qualify opportunities.
• Orchestrate the CXO motion with PANW leadership.
• Collaborate with Channel Partners to deliver maximum customer value.

Skills

Enterprise Sales Excellence

Strategic Territory Management

Value-Based Selling

Irish Market Knowledge

Collaboration

Job description

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.

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!

This role is remote, but distance is no barrier to impact. Our hybrid teams collaborate across geographies to solve big problems, stay close to our customers, and grow together. You will be part of a culture that values trust, accountability, and shared success where your work truly matters.

Job Summary

As a Major Account Manager (MAM) in Ireland, you are the "quarterback" for our most critical customers. Your primary objective is to act as a strategic partner, deeply understanding the customer’s unique mission and business challenges, and aligning our comprehensive cybersecurity platform to drive successful, secure outcomes.

You will be responsible for a territory with significant "whitespace" potential, where your goal is to move customers away from fragmented point products to a unified security platform across Strata, Cortex, and Prisma Cloud.

Your Impact

• Strategy & Planning: Develop and manage an annual territory business plan aligned with PANW’s corporate strategy. Identify key growth vectors, ecosystem partnerships, and pipeline generation plans.
• Platformisation: Drive our core strategy of consolidating customer security postures into a unified platform. Lead conversations around AI Adoption, positioning our Precision AI capabilities as core differentiators.
• Sales Execution: Apply the MEDDPICC framework rigorously to qualify opportunities and ensure alignment with the customer’s buying process.
• Executive Engagement: Orchestrate the CXO motion, bringing in PANW leadership to build peer‑to‑peer relationships with C‑suite executives at global organizations headquartered in Ireland.
• Ecosystem Orchestration: Collaborate with Channel Partners, GSIs, and internal specialists (SEs, Unit 42) to deliver maximum customer value.

Your Experience

• Enterprise Sales Excellence: Proven track record of exceeding quotas in major account sales within the technology or cybersecurity sector.
• Strategic Territory Management: Ability to manage high‑volume, complex territories, shifting from opportunistic hunting to programmatic, reference‑based scaling.
• Value‑Based Selling: Experience with MEDDPICC or similar sales methodologies to drive complex, multi‑stakeholder deal cycles.
• Irish Market Knowledge: Deep understanding of the Irish business landscape, including the unique position of G2000 subsidiaries and major indigenous enterprises.
• Collaboration: Strong ability to orchestrate cross‑functional teams and leverage a partner‑first channel strategy.

Qualifications

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.

Our Commitment

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.