Description:
The Major Account Manager focuses on driving new business revenue within an existing named account base. You’re motivated by the desire to solve critical challenges facing potential customers' secure environments and are prepared to connect them with solutions 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 new sales engagements.
We know the SASE opportunity is massive. Our solutions are best-in-breed, and customers need a trusted cybersecurity partner who can create a truly zero trust-based security architecture. Prospective customers are looking to us to create critical transformations, and our portfolio of solutions will help us achieve that.
Your Impact
- As a Major Account Manager, you will drive new business opportunities within a named account base, orchestrating 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
Your Experience
- A demonstrated track record of driving new business revenue growth in large enterprise accounts. A “hunter” mentality is essential for success in the role.
- Experience and knowledge of selling SaaS-based architectures
- Experience in selling to the digital native ecosystem would be beneficial
- 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