Major Account Manager

Palo Alto Networks•Denver, CO

4d•Remote

About The Position

Palo Alto Networks is hiring a Major Account Manager to drive and orchestrate complex sales cycles, partnering with internal teams to serve customers. The role uses consultative selling to identify business challenges and create solutions for prospects and customers, while positioning Palo Alto Networks’ portfolio in light of customer needs and the competitive landscape. The manager develops territory plans, establishes goals, forecasts accurately, and builds account-specific value propositions informed by customer stories and insights. The role also involves staying current on industry trends and traveling as necessary within the territory and to company-wide meetings. The position is remote, with hybrid teams collaborating across geographies.

Requirements

Experience and knowledge of SaaS-based architectures, ideally in networking and/or security.
Demonstrated experience selling complex solutions, using value selling, and/or consultative sales techniques.
Technical aptitude to understand how technology products and solutions solve business problems.
Ability to identify problems, review data, determine root causes, and provide scalable solutions.
In-depth knowledge of the full sales cycle and ability to follow a structured sales process.
Ability to take a holistic approach to problem solving, understand the bigger picture, and consider complex interrelationships and outcomes.
Excellent time management skills and ability to work with high levels of autonomy and self-direction.
Reliable transportation for travel to and from company business meetings and events; if driving for company business, a valid driver’s license is required.

Responsibilities

Drive and orchestrate complex sales cycles, working with internal partners and teams to serve customers.
Identify business challenges through consultative selling and create solutions for prospects and customers.
Understand the competitive landscape and customer needs to position Palo Alto Networks solutions effectively.
Develop detailed territory plans, set clear goals, and complete accurate forecasts.
Use prospect stories and account-specific insights to create compelling value propositions.
Stay updated on industry news and trends and understand their effect on Palo Alto Networks products and services.
Travel as necessary within the territory and to company-wide meetings.
Cultivate channel partner relationships and develop a channel-centric go-to-market approach.