Commercial Account Manager

Palo Alto Networks; Siena; À distance; EUR 45 000 - 65 000; Plein temps

Résumé du poste

Palo Alto Networks cerca un Commercial Account Manager per guidare la crescita nel Centro-Sud Italia, vendendo soluzioni di sicurezza tramite partner e contatti diretti. Sarai parte di un team globale e remote, contribuendo a plan territoriale, forecasting e storytelling di valore per ogni account.

Il ruolo richiede esperienza in SaaS, capacità analitiche e autonomia nel gestire un ciclo di vendita completo, inclusa la collaborazione con team cross-funzionali e viaggi periodici.

Qualifications

• Esperienza in architetture SaaS in networking e/o sicurezza.
• 3–5 anni di vendita nel mercato Private Medium Customer in Italia centro-sud e tramite partner di canale.
• Proven track record nella vendita di soluzioni complesse con approcci di vendita basati sul valore.
• Abilità tecnica per capire come i prodotti tecnologici risolvono problemi di business.
• Capacità di analizzare dati, identificare problemi e proporre soluzioni scalabili.
• Costruzione di relazioni con i partner di canale per abilitare go-to-market orientato al canale.

Responsabilités

• Vendere prodotti e soluzioni Palo Alto Networks tramite partner e incontri diretti.
• Condurre engagement consultivi per identificare sfide aziendali e proporre soluzioni su misura.
• Comprendere il panorama competitivo e i bisogni dei clienti per posizionare l'offerta.
• Sviluppare un piano territoriale dettagliato con obiettivi chiari e previsioni accurate.
• Usare storie di clienti per illustrare il valore per ogni account.
• Rimanere aggiornato sulle tendenze del settore e sul loro impatto sull'offerta.
• Viaggiare all'interno del territorio e per incontri aziendali secondo necessità.

Connaissances

Consultative selling

Account management

Relationship building

Territory planning

Sales forecasting

Stakeholder management

Description du poste

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