Major Account Manager

Palo Alto Networks; Illinois; Remote; USD 120,000 - 190,000; Full time

Job summary

Palo Alto Networks is hiring a Major Account Manager. This remote role involves driving large, complex sales cycles and collaborating with internal teams to best serve customers.

You will identify business challenges, position the portfolio, and leverage customer stories to demonstrate value across enterprise accounts. Role requires experience in SaaS-based architectures and consultative selling, with travel to territory meetings and occasional company events.

Qualifications

• Experience selling SaaS-based architectures, ideally in networking or security.
• Proven track record of selling complex solutions using consultative and value-based methods.
• Ability to manage long, multi-stakeholder sales cycles and engage channel partners.

Responsibilities

• Drive and orchestrate large, complex sales cycles with internal partners.
• Position Palo Alto Networks solutions by understanding customer needs and competitive landscape.
• Leverage customer stories to articulate value and ROI for specific accounts.
• Maintain awareness of industry trends and how they impact offerings.
• Travel within territory and to company-wide meetings as needed.
• Demonstrate knowledge of SaaS architectures and security industry practices.
• Cultivate channel partnerships and drive a channel-centric GTM approach.
• Follow a structured sales process with strong time management and autonomy.

Skills

Consultative selling

SaaS architectures

Value selling

Complex solutions

Channel partner leadership

Sales cycle management

Time management

Autonomy

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. In order to be the cybersecurity partner of choice, we must trailblaze the path and shape the future of our industry. Disruption, Collaboration, Execution, Integrity, and Inclusion. This role is remote, but distance is no barrier to impact. Our hybrid teams collaborate across geographies to solve big problems, stay close to our customers, and grow together.

As a Major Account Manager, you will drive and orchestrate large complex sales cycles and work with our internal partners and teams to best serve the customer.

• Your consultative selling experience will identify business challenges and create solutions for prospects and our customers
• Understand the competitive landscape and customer needs so you can effectively position the portfolio of Palo Alto Networks solutions
• Leverage prospect stories to create a compelling value proposition with insights into value for that specific 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
• Experience and knowledge of SaaS-based architectures, ideally in a networking and/or security industry
• Demonstrated experience selling complex solutions, value selling, and/or consultative sales techniques
• Identifies problems, reviews data, determines the root causes, and provides scalable solutions
• Cultivate relationships with our channel partners to bring channel-centric go-to-market approach for our customers
• Demonstrates in depth knowledge of the full sales cycle and the ability to follow a structured sales process
• Excellent time management skills, and work with high levels of autonomy and self-direction

For candidates who receive an offer at the posted level, the starting base salary (for non-sales roles) or base salary + commission target (for sales/com-missioned roles) is expected to be the annual range listed below. The offered compensation may also include restricted stock units and a bonus.

We're trailblazers that dream big, take risks, and challenge cybersecurity's status quo. 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 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? Please note that we will not sponsor applicants for work visas for this position.

Motor-Vehicle Requirement: This role may require travel to and from Palo Alto Networks, Inc. business meetings and events and requires reliable transportation to do so.