Overview As a Major Account Manager, you will guide large, complex sales cycles and collaborate with internal partners to best serve customers. You will apply consultative selling to uncover business challenges and tailor Palo Alto Networks solutions. You'll assess the competitive landscape, forecast with a detailed territory plan, and craft compelling value propositions for key accounts. Stay informed on industry trends and travel within your territory as needed. This is a remote role with cross-geography collaboration and meaningful customer impact.
Compensation / Benefits- remote work
- bonus
- restricted stock units
- base salary + commission target for sales roles
- accommodations available for qualified individuals
- employee benefits description available
Responsibilities- Lead and orchestrate large, complex sales cycles with cross-functional teams
- Apply consultative selling to identify business challenges and design solution sets
- Analyze competitive landscape and customer needs to position the portfolio
- Develop territory plans with clear goals and accurate forecasting
- Leverage customer stories to articulate value and ROI for accounts
- Keep current on industry news and trends affecting Palo Alto Networks products
- Travel within territory and to company-wide meetings as required
Key requirements- Experience selling complex solutions, value selling, and/or consultative sales techniques
- Technical aptitude to understand how technology solves business problems
- Knowledge of SaaS-based architectures, preferably in networking or security
- Ability to identify problems, analyze data, and propose scalable solutions
- Experience cultivating channel partner relationships for channel-centric GTM
- Strong understanding of full sales cycle and structured sales processes
- Ability to take a holistic, big-picture view of problems and outcomes
- Excellent time management with a high degree of autonomy
- Consultative communication
- Relationship building
- Strategic thinking
- SaaS architectures
- Networking and security product knowledge
- Value selling and complex solution design
