Strategic Account Manager (Life Science/ Pharma )

Palo Alto Networks; United States; Remote; USD 150,000 - 230,000; Full time

Job summary

Palo Alto Networks ищет стратегического менеджера по работе с крупнейшими клиентами. Ваша роль — обеспечение роста выручки и устойчивых отношений на уровне совета директоров и C‑уровня, работа с глобальными клиентами и многоуровневыми структурами принятия решений.

Вы будете руководить глобальными виртуальными командами, координировать сложные многогодичные сделки, разрабатывать стратегии аккаунтов, бизнес‑кейсы и финансовые модели.

Qualifications

• Опыт продаж сложных решений крупным глобальным компаниям
• Умение работать в условиях долгих многоканальных циклов продаж
• Способность убеждать и выстраивать доверительные отношения на уровне C‑руководителей (CIO/CISO/CFO) и топ‑менеджмента
• Навыки ведения переговоров и постановки стратегий для глобальных аккаунтов
• Опыт координации межфункциональных команд и партнерств с каналами продаж

Responsibilities

• Расширять выручку в крупнейших клиентах и владеть ключевыми глобальными аккаунтами
• Выполнять глобальные стратегические планы, координировать виртуальные команды и сложные сделки
• Разрабатывать решения и бизнес‑кейсы для клиентов, снижая риски и ускоряя принятие решений
• Строить прогнозы, дорожные карты и планы роста по глобальным клиентам

Skills

SaaS‑архитектуры

Продажи глобальных предприятий

Консультационные продажи

Управление стратегическими глобальными

Взаимодействие с топ‑менеджментом

Кросс‑функциональное сотрудничество

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.

The Strategic Account Manager partners with our largest, most strategic customers to secure their entire digital experience. You’re motivated by the desire to forge partnerships that go beyond traditional vendor relationships, acting as a Board‑level and C‑suite trusted advisor to shape their global cyber security landscape. Navigating international scale and decentralized operating models, you are prepared to connect them with a solution for every stage of threat prevention. This role is a significant driver of our company’s global market position and strategic direction. You’re responsible for leading and driving global virtual teams commanding high‑value engagements within our largest revenue‑producing clients. 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

You will own revenue expansion within Palo Alto Networks’ largest and most strategic clients, serving as the primary revenue owner to drive year over year growth. Own a highly concentrated set of strategic/global accounts (up to three) within the world’s largest enterprises, serving as the primary revenue owner for Palo Alto Networks’ most critical customer relationships to ensure long‑term retention and maximize global customer lifetime value. You will drive and orchestrate complex and multi‑year sales motions and work with our internal partners and teams to best serve the customer to ensure flawless global deployments and platform adoption. You will lead long‑term, highly complex sales motions spanning multiple geographies, business units, and buying centers to achieve global standardisation on our technology. Your consultative selling experience will ensure a full discovery, identify business challenges and generate customized solutions for our customers that directly mitigate enterprise‑wide risk and drive vendor consolidation. Works on significant and unique issues, where analysis of situations requires strategic vision and evaluation of intangibles to successfully navigate complex geopolitical, compliance and global procurement hurdles. You will be working with the sales specialist organisations to position the complete portfolio with a customer and ensure a complete solution maximizing cross platform adoption. You master the competitive landscape and customer needs so you can effectively position the portfolio of Palo Alto Networks solutions. You create clear goals and complete accurate forecasting through developing a detailed Account Strategy plan to ensure financial predictability and generate multi‑year pipeline. You execute strategic/global account strategies that align Palo Alto Networks’ platform vision to the customer’s enterprise‑wide and executive‑level priorities. You will work on significant and unique issues for your customers, where your analysis of situations requires strategic vision and evaluation of intangibles. You leverage prospect stories and build board‑ready business cases and financial models to create a compelling value proposition that justifies significant customer investment and accelerates executive sign‑off. Anticipate industry and macroeconomic trends and how they affect Palo Alto Networks products and services to ensure flawless execution, deployment and high impact‑customer success. You build and sustain trusted, long‑term executive relationships with C‑suite leaders (CIO, CISO/CSO, CFO, and equivalent), positioning Palo Alto Networks as a strategic partner. 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
• Extensive experience selling into the world’s largest global enterprises, typically Global 2000 organizations with multi‑tens‑of‑billions in annual revenue
• Demonstrated experience selling complex solutions, value selling, and/or consultative sales techniques
• Proven success managing one to two strategic/global accounts with long, non‑linear sales cycles
• 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
• Successful collaboration with internal partners such as a.o. marketing and sales specialists to drive the whole solution portfolio
• Demonstrated ability to engage, influence, and align senior executive stakeholders across IT, security, finance, and the broader business
• Demonstrates in depth knowledge of the full sales cycle and the ability to follow a structured sales process
• Track record of driving multi‑million‑dollar expansion through cross‑selling and upselling across multiple buying centers and geographies
• 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
• Consistent history of meeting or exceeding targets in a global or strategic accounts sales role

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.

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.