Commercial Account Manager

Palo Alto Networks; Udine; Remote; EUR 45,000 - 70,000; Full time

Job summary

Palo Alto Networks cerca un Commercial Account Manager per guidare la crescita nella regione Centro-Sud Italia, vendendo soluzioni attraverso partner e incontri diretti. Il candidato adotterà un approccio consultivo per comprendere le sfide dei clienti e proporre soluzioni di sicurezza avanzate.

La posizione prevede lavoro remoto con viaggi nel territorio e riunioni aziendali. Richiesta esperienza 3-5 anni in vendita di soluzioni complesse e forte autonomia, orientamento al canale e forte

Qualifications

• Esperienza con architetture SaaS in ambito networking o security.
• 3-5 anni di esperienza di vendita in Private Medium Customer Market in Italia Centro-Sud
• Tracciabilità di vendite complesse con approccio consultivo
• Aptitudine tecnica per comprendere come i prodotti risolvono problemi di business
• Capacità di identificare problemi, analizzare dati e proporre soluzioni scalabili
• Relazioni consolidate con partner channel per go-to-market orientato al canale
• Conoscenza del ciclo di vendita completo e processi strutturati
• Mentalità di problem solving e capacità di gestire interdipendenze complesse
• Ottima gestione del tempo e alto livello di autonomia

Responsibilities

• Vendere prodotti e soluzioni Palo Alto Networks attraverso Partner e incontri diretti nella regione
• Guidare engagement consultivi per identificare sfide di business e proporre soluzioni personalizzate
• Comprendere il panorama competitivo e posizionare in modo efficace il portfolio
• Sviluppare un piano territoriale dettagliato con obiettivi chiari e forecast accurato
• Utilizzare storie di clienti per dimostrare valore per ogni account
• Rimanere aggiornato sulle tendenze di settore e sul loro impatto sull’offerta aziendale
• Viaggiare all’interno del territorio e per riunioni aziendali secondo necessità

Skills

SaaS architectures

Vendita B2B

Consultative selling

Networking e Security

Value-based selling

Comunicazione efficace

Autonomia

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