Commercial Account Manager

Palo Alto Networks; Como; Remote; EUR 60,000 - 95,000; Full time

Job summary

Palo Alto Networks cerca un Commercial Account Manager per guidare la crescita nella regione Centro-Sud Italia, vendendo soluzioni tramite partner e contatti diretti, con approccio consultivo.

La persona ideale ha 3–5 anni di esperienza in vendite complesse nel settore SaaS, dimostrata capacità di analisi dati e gestione delle partnership. Ruolo remoto con viaggi nel territorio e incontri aziendali periodici.

Qualifications

• Conoscenza delle architetture SaaS in reti e/o sicurezza.
• 3–5 anni di esperienza di vendita in Private Medium Customer Market in Centro-Sud Italia tramite Channel Partners.
• Metodo di vendita consultiva comprovato per soluzioni complesse.
• Aptitudine tecnica per capire come i prodotti tecnologici risolvono problemi di business.
• Capacità di analizzare dati e proporre soluzioni scalabili.
• Gestione relazioni con i partner e go-to-market orientato al canale.
• Comprensione del ciclo di vendita completo e processi strutturati.

Responsibilities

• Vendi prodotti e soluzioni Palo Alto Networks tramite Partner di canale e incontri diretti nella regione.
• Guida engagement consultativi per identificare sfide di business e proporre soluzioni su misura.
• Comprendi il panorama competitivo e le esigenze del cliente per posizionare l’offerta.
• Sviluppa un piano territoriale dettagliato con obiettivi chiari e previsioni accurate.
• Usa storie di successo per articolare il valore per ogni account.
• Rimani aggiornato sulle tendenze del settore e il loro impatto sull’offerta.
• Viaggia all'interno del territorio e agli incontri aziendali se necessario.

Skills

SaaS architectures

Consultative selling

Channel partners

Client relationship

Sales cycle

Data analysis

Autonomy

Communication

Value-based selling

Job description

Overview

As a Commercial Account Manager, you drive revenue by selling Palo Alto Networks products through channel partners and direct engagement within your Central-South Italy region. You solve customers’ security challenges with a consultative approach, mapping their needs to our zero-trust portfolio and guiding them through every stage of value realization. You participate in a structured territory plan, stay current on industry trends, and collaborate with cross-functional teams to accelerate growth. The role emphasizes partner collaboration and meaningful customer impact in a remote, globally distributed team.

Responsabilità

• Sell Palo Alto Networks products and solutions through Channel Partners and direct customer meetings in the region
• Lead consultative engagements to identify business challenges and craft tailored solutions
• Understand competitive landscape and customer needs to position the portfolio effectively
• Develop a detailed territory plan with clear goals and accurate forecasting
• Leverage customer stories to articulate value for each account
• Stay informed about industry trends and their impact on the company’s offerings
• Travel within the territory and to company-wide meetings as needed

Requisiti fondamentali

• Experience and knowledge of SaaS-based architectures in networking and/or security
• 3–5 years of sales experience in Private Medium Customer Market in Central-South Italy and through Channel Partners
• Proven track record selling complex solutions with value/consultative sales techniques
• Technical aptitude to understand how technology products solve business problems
• Ability to identify problems, analyze data, and propose scalable solutions
• Relationship cultivation with channel partners to enable channel-centric go-to-market
• Strong understanding of full sales cycle and structured sales processes
• Holistic problem-solving mindset and ability to consider complex interdependencies
• Excellent time management and high autonomy

• Consultative selling mindset
• Strong communication and stakeholder management
• Autonomy and self-direction
• SaaS architectures
• Networking and security domain knowledge
• Value-based selling