Major Account Manager - FSI

Palo Alto Networks, Inc.; Mumbai; On-site; INR 2,500,000 - 3,500,000; Full time

Job summary

Palo Alto Networks, Inc. is looking for a Major Account Manager based in Mumbai, India, to lead strategic accounts and drive sales. The role requires building relationships with key stakeholders and meeting ambitious sales targets across the region.

With a focus on B2B SaaS sales, candidates should have at least 14 years of relevant experience, showcasing leadership and consultative selling skills. This position does not qualify for immigration sponsorship.

Qualifications

• Wealth of experience in B2B SaaS sales, ideally within FSI.
• Proven track record with multi-year sales initiatives.
• Technical aptitude for understanding technology solutions.

Responsibilities

• Manage major strategic accounts, exceeding sales quotas.
• Create multimillion dollar pursuits with FSI accounts.
• Establish relationships with C-level executives.

Skills

B2B SaaS sales experience

Quota sales experience (14+ years)

Executive presence

Consultative sales techniques

Strong communication skills

Resilient leadership abilities

Job description

Job Summary

As a Major Account Manager, you will play a pivotal role in managing major, strategic accounts, establishing strong relationships with key executives, and exceeding sales quotas and key performance indicators (KPIs). You will adopt an indirect leadership role across a number of shared services, all focused on ensuring your and our success in your assigned territory, and optimising market presence, revenues, and results for Palo Alto Networks.

Your Impact

• Create and drive multimillion dollar, multi‑year pursuits with key strategic FSI accounts in West India
• Manage major, strategic accounts, exceeding sales quotas and KPIs – build and nurture relationships with key executive stakeholders
• Leverage your consultative selling experience to identify business challenges and create solutions for prospects and our customers
• Understand the competitive landscape and customer needs so you can effectively position the portfolio of Palo Alto Networks solutions
• Create clear goals and complete accurate forecasting through developing a detailed territory plan
• Leverage prospect stories to create a compelling value proposition with insights into value for that specific account
• Stay updated on industry news and trends, and how they affect Palo Alto Networks products and services – demonstrate industry knowledge, articulating unique value to customers – develop strategies aligning customer’s business goals with Palo Alto Networks’ value proposition
• Travel as necessary within your territory, and to company‑wide meetings
• Take up an indirect leadership role responsible for orchestrating a diverse shared services team to optimise revenues and profitability
• Establish strong relationships with C‑level executives and decision‑makers – identify mutually beneficial business opportunities with external partners
• Provide credible leadership across various business functions, fostering collaboration – be accountable and trusted in customer and internal interactions
• Drive revenue‑maximising opportunities, utilising Palo Alto Networks’ capabilities – focus on high‑value growth with long‑term perspective, executing innovative business models
• Implement processes to monitor customer satisfaction and loyalty – enhance total customer experience and deliver maximum value through continuous improvement
• Cultivate value‑added partnerships, extending Palo Alto Networks’ reach and capabilities – deliver incremental benefits to customers through strategic collaborations

Qualifications

• To excel in this role, you bring a wealth of experience and knowledge in B2B SaaS sales, ideally within FSI
• 14+ years of quota sales experience
• Proven track record of leading multi‑year, multi‑million dollar initiatives, from pre‑sales to customer service handoff
• Successful history of direct selling, consulting, and service delivery in the technology industry, focusing on multi‑year solutions
• Strong understanding of various business models and connecting them with how IT drives profitability
• Resilient and credible leadership abilities, indirectly leading across multiple functions and fostering collaboration and accountability
• Entrepreneurial mindset, identifying and pursuing substantial growth opportunities with a long‑term view
• Excellent verbal and written communication skills to engage with executives and decision‑makers
• Strong executive presence, building relationships with senior stakeholders and partners
• Experience and knowledge of SaaS‑based architectures, ideally in a networking and/or security industry – SASE technology is preferred
• Demonstrated experience selling complex solutions, value selling, and/or consultative sales techniques
• Technical aptitude for understanding how technology products and solutions solve business problems
• Cultivate relationships with our channel partners to bring channel‑centric go‑to‑market approach for our customers
• Demonstrates in‑depth knowledge of the full sales cycle and the ability to follow a structured sales process
• 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

Legal & EEO Statements

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 [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.