Commercial Account Manager

Palo Alto Networks; Lombardia; Remote; EUR 60,000 - 90,000; Full time

Job summary

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

Gestirà le opportunità con un metodo orientato al valore, costruirà piani territoriali, previsioni accurate e affronterà esigenze complesse dei clienti. Lavorerà in un team remoto e distribuito a livello globale, viaggiando all'occorrenza e collaborando con team interni per accelerare la crescita.

Qualifications

• Esperienza di vendita consultiva in ambito SaaS e soluzioni di rete e sicurezza.

Responsibilities

• Vendere prodotti e soluzioni Palo Alto Networks tramite partner e incontri diretti.
• Guidare coinvolgimenti consultivi per identificare sfide e proporre soluzioni su misura.
• Comprendere il panorama competitivo e posizionare l'offerta in modo efficace.
• Sviluppare un piano territoriale dettagliato con obiettivi e previsioni.
• Utilizzare casi reali per dimostrare valore a ciascun account.
• Rimanere aggiornato sulle tendenze del settore e sull'impatto sulle offerte.
• Viaggiare nel territorio e partecipare a riunioni aziendali quando necessario.

Skills

Consultative selling

Comunicazione

Stakeholder management

Autonomia

Self-direction

Value-based selling

SaaS architectures

Networking e security

Territory planning

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