Major Account Manager - Greenfield

Palo Alto Networks; United States; Remote; USD 120,000 - 160,000; Full time

Job summary

Palo Alto Networks is seeking a Major Account Manager to lead large, complex sales cycles for our global customers. You will partner with internal teams to tailor security solutions and drive revenue growth while navigating the zero-trust platform journey.

This role requires strong consultative selling, SaaS architectures experience, and the ability to work across geographies. Travel within the territory and to headquarters will be required as part of our immersive onboarding and ongoing client

Qualifications

• Experience with SaaS architectures in security or networking domains.
• Proven track record selling complex solutions and using consultative sales techniques.
• Technical aptitude to map technology to business value.
• Ability to analyze data, identify root causes, and provide scalable solutions.
• Cultivate relationships with channel partners for GTM success.
• Deep knowledge of the full sales cycle and a structured process.
• Comfort working with high autonomy and self-direction.
• Strong communication in English and German, written and spoken.

Responsibilities

• Drive and orchestrate large, complex sales cycles with key accounts.
• Collaborate with internal partners to best serve customers.
• Identify business challenges and craft tailored solutions.
• Understand competitive landscape to position Palo Alto Networks portfolio.
• Create goals and forecast accuracy through a detailed territory plan.
• Leverage customer stories to articulate value for each account.
• Stay informed on industry trends and their impact on our products.
• Travel within territory and to company-wide meetings as needed.

Skills

SaaS Architecture

Complex Sales

Consultative Selling

Technical Aptitude

Channel Partners

Sales Cycle

Autonomy

English

German

Job description

Описание

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. In order to be the cybersecurity partner of choice, we must trailblaze the path and shape the future of our industry. This is something our employees work at each day and is defined by our values: Disruption, Collaboration, Execution, Integrity, and Inclusion. We weave AI into the fabric of everything we do and use it to augment the impact every individual can have. If you are passionate about solving real‑world problems and ideating beside the best and the brightest, we invite you to join us! 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. You will be part of a culture that values trust, accountability, and shared success where your work truly matters. Your Career 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.

Задачи

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 Create clear goals and complete accurate forecasting through developing a detailed territory plan 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

Требования

• 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, ideally to greenfield accounts
• Technical aptitude for understanding how technology products and solutions solve business problems
• 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
• Ability to take a holistic approach to problem solving by understanding the bigger picture, and considering complex interrelationships and outcomes
• Excellent time management skills, and work with high levels of autonomy and self‑direction
• English and German language proficiency – strong communication and presentation skills, written and spoken

Условия

Our sales team members work hand‑in‑hand with large organizations around the world to keep their digital environments protected. We educate, inspire, and empower our potential clients in their journey to security. As part of our sales team, you are empowered with unmatched systems and tools, constantly updated research and sales libraries, and a team built on joint success. You won’t find someone at Palo Alto Networks that isn’t committed to your success – with everyone pitching in to assist when it comes to solutions selling, learning, and development. As a member of our sales team, you are motivated by a solutions‑focused sales environment and find fulfillment in working with clients to resolve incredibly complex cyberthreats. Curious about life at Palo Alto Networks in Germany? Check out this playlist for firsthand insights into our culture and the experiences of our team.

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. Please note that we will not sponsor applicants for work visas for this position.