Major Account Manager

Palo Alto Networks; Auckland; On-site; NZD 120,000 - 180,000; Full time

Job summary

Palo Alto Networks is seeking a seasoned Major Account Manager to lead and close large, complex deals across our NZ territory. You’ll translate business challenges into security solutions, manage multi‑stakeholder engagements, and drive revenue with a consultative, value‑driven approach.

You’ll collaborate with internal partners, navigate a fast‑growing portfolio, and travel within your territory to build lasting customer relationships while delivering measurable outcomes.

Qualifications

• 8+ years of experience selling complex solutions, value selling, and/or consultative sales techniques.
• Experience selling to Utilities, Manufacturing, and related industries is beneficial.
• Experience and knowledge of SaaS-based architectures, ideally in a networking and/or security industry.
• Technical aptitude for understanding how technology products and solutions solve business problems.
• Ability to identify problems, review data, determine root causes, and provide scalable solutions.
• Cultivate relationships with our channel partners to bring a channel-centric go-to-market approach for our customers.
• Demonstrated in-depth knowledge of the full sales cycle and 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, working with high levels of autonomy and self-direction.

Responsibilities

• Drive and orchestrate large complex sales cycles and work with our internal partners and teams to best serve the customer.
• Use consultative selling experience to identify business challenges and create solutions for prospects and customers.
• Understand the competitive landscape and customer needs, positioning the full portfolio of Palo Alto Networks solutions.
• Create clear goals and generate accurate forecasting through a detailed territory plan.
• Leverage prospect stories to craft a compelling value proposition with insights tailored to each account.
• Stay updated on industry news and trends and how they affect Palo Alto Networks products and services.
• Travel as necessary within your territory and to company-wide meetings.

Skills

Complex solutions selling

Consultative selling

SaaS architectures

Networking security knowledge

Channel partnerships

Territory planning

Time management

Job description

At Palo Alto Networks®, we’re united by a shared mission—to protect our digital way of life. We thrive at the intersection of innovation and impact, solving real-world problems with cutting‑edge technology and bold thinking. Here, everyone has a voice, and every idea counts. If you’re ready to do the most meaningful work of your career alongside people who are just as passionate as you are, you’re in the right place.

Job Summary

The Major Account Manager partners with our customers to secure their entire digital experience. You’re motivated by the desire to solve critical challenges facing our customer’s secure environment, so you’re prepared to connect them with a solution for every stage of threat prevention. This role is a significant driver of company revenue and growth. As an experienced and dynamic sales professional, you’re responsible for leading and driving sales engagements. Palo Alto Networks is leading the charge in platformization, offering best-in-breed solutions that enable customers to build a truly zero‑trust security architecture and navigate critical transformations. To ensure our sales team is equipped to guide customers, we’ve developed FLIGHT, an immersive onboarding program. Flight blends virtual and in‑person learning at our headquarters, where new sales hires will participate in dynamic cohorts, fully dedicated to their training without customer distractions. This focused approach ensures they emerge as well‑prepared sales professionals, ready to help customers leverage our comprehensive portfolio.

Your Impact

• Drive and orchestrate large complex sales cycles and work with our internal partners and teams to best serve the customer.
• Use consultative selling experience to identify business challenges and create solutions for prospects and customers.
• Understand the competitive landscape and customer needs, positioning the full portfolio of Palo Alto Networks solutions.
• Create clear goals and generate accurate forecasting through a detailed territory plan.
• Leverage prospect stories to craft a compelling value proposition with insights tailored to each account.
• Stay updated on industry news and trends and how they affect Palo Alto Networks products and services.
• Travel as necessary within your territory and to company‑wide meetings.

Qualifications

• At least 8 years of demonstrated experience selling complex solutions, value selling, and/or consultative sales techniques.
• Experience selling to Utilities, Manufacturing, and other related critical industries is beneficial.
• Experience and knowledge of SaaS‑based architectures, ideally in a networking and/or security industry.
• Technical aptitude for understanding how technology products and solutions solve business problems.
• Ability to identify problems, review data, determine root causes, and provide scalable solutions.
• Cultivate relationships with our channel partners to bring a channel‑centric go‑to‑market approach for our customers.
• Demonstrated in‑depth knowledge of the full sales cycle and 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, working with high levels of autonomy and self‑direction.

Our Commitment

We’re trailblazers that dream big, take risks, and challenge cybersecurity’s status quo. It’s simple: we can’t accomplish our mission without diverse teams innovating, together.

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 us at [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. We will not sponsor applicants for work visas for this position.