Strategic Account Manager

Palo Alto Networks, Inc.; Burbank (CA); Remote; USD 272,000 - 374,000; Full time

Job summary

Palo Alto Networks, Inc. is seeking a Strategic Account Manager to lead large, complex deals and align cross-functional teams to customer needs.

You will drive the sales cycle from discovery through closing, leveraging your consultative approach and deep product knowledge to deliver measurable outcomes. In this role, you will build strong relationships with customers and partners, navigate competitive landscapes, and forecast effectively while traveling within the territory.

Qualifications

• Experience selling SaaS-based architectures in networking/security.
• Proven record of selling complex solutions with consultative approaches.
• Technical aptitude to map tech to business value.
• Able to identify root causes and provide scalable fixes.
• Build relationships with channel partners for go-to-market.
• Deep knowledge of full sales cycle and structured process.
• Holistic thinker considering interdependencies and outcomes.
• Strong time management and autonomous work style.

Responsibilities

• Drive and orchestrate large, complex sales cycles with internal partners.
• Use consultative selling to identify business challenges and craft solutions.
• Position Palo Alto Networks portfolio against competitors based on customer needs.
• Create clear goals and forecast via a detailed territory plan.
• Leverage prospect stories to show value for each account.
• Stay informed on industry trends and their impact on products.
• Travel within territory and to company-wide meetings.

Skills

SaaS Architectures

Complex Solutions Selling

Technical Aptitude

Root Cause Analysis

Channel Partner Relationships

Full Sales Cycle

Holistic Problem Solving

Time Management

Job description

Our Mission

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.

Who We Are

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.

Job Summary

Your Impact

• As a Strategic 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

Qualifications

• 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
• 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

Compensation Disclosure

The compensation offered for this position will depend on qualifications, experience, and work location. 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. A description of our employee benefits may be found here.

$272,000.00 - $374,000.00/yr

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.

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. If a hire chooses to drive in connection with company business, the hire for this role must maintain a valid driver’s license.