Major Account Manager - Telco

Palo Alto Networks; Pretoria; Remote; ZAR 900,000 - 1,100,000; Full time

Job summary

A leading cybersecurity company is seeking a Major Account Manager to drive complex sales cycles and partner with customers. Key responsibilities include consultative selling, understanding customer needs, and developing a territory plan. Ideal candidates will have experience in SaaS architectures and selling within the networking and security industry. This remote role offers an opportunity to work in a diverse and innovative environment that values teamwork and accountability.

Qualifications

• Experience in a networking and/or security industry.
• Demonstrated experience selling within MTN.
• Ability to follow a structured sales process.
• Strong technical aptitude to translate product into business value.
• Ability to manage multiple stakeholders and channels.

Responsibilities

• Drive and orchestrate large complex sales cycles.
• Collaborate with internal partners to serve customers.
• Understand competitive landscape to position solutions.
• Create clear goals and forecasts by developing a detailed territory plan.
• Use customer success stories to articulate value for specific accounts.
• Travel within the territory and to company-wide meetings.

Skills

SaaS-based architectures

Complex solutions selling

Consultative sales techniques

Technical aptitude

Time management

Networking

Channel partnerships

Sales process

Holistic thinking

Autonomy

Job description

Overview

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 Description 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. Your Impact As a Major Account Manager, you will drive and orchestrate large complex sales cycles and work with our internal partners to best serve MTN. 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.

Responsibilities

• Drive and orchestrate large complex sales cycles and collaborate with internal partners to best serve customers.
• Leverage consultative selling to identify business challenges and create solutions for prospects and customers.
• Understand the competitive landscape and customer needs to position the Palo Alto Networks portfolio.
• Create clear goals and forecasts by developing a detailed territory plan.
• Use customer success stories to articulate value for specific accounts.
• Stay informed on industry news and trends and their impact on products and services.
• Travel as necessary within the territory and to company-wide meetings.

Qualifications

• Experience and knowledge of SaaS-based architectures, ideally in a networking and/or security industry.
• Demonstrated network and experience selling within MTN.
• 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 root causes, and provides scalable solutions.
• Cultivates relationships with channel partners to bring a channel-centric go-to-market approach for customers.
• Knowledge of the full sales cycle and ability to follow a structured sales process.
• Ability to take a holistic approach to problem solving by understanding the bigger picture and complex interrelationships.
• Excellent time management skills and ability to work 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. Please note that we will not sponsor applicants for work visas for this position.