Major Account Manager

Palo Alto Networks•Burbank, CA

2d•$272,000 - $374,000•Remote

About The Position

The Major Account Manager drives and orchestrates complex sales cycles, working with internal partners and teams to serve customers. The role uses consultative selling to identify business challenges and develop solutions for prospects and customers. It requires understanding competitive conditions and customer needs to position Palo Alto Networks’ portfolio, setting clear goals, forecasting accurately, and building detailed territory plans. The manager uses prospect stories to develop account-specific value propositions, stays informed about industry news and trends, and travels 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.
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 approach problem-solving holistically, considering the bigger picture, complex interrelationships, and outcomes.
Excellent time-management skills and ability to work autonomously and with 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.

Nice To Haves

Experience with SaaS-based architectures in the networking and/or security industry.

Responsibilities

Drive and orchestrate complex sales cycles while coordinating with internal partners and teams to serve customers.
Use consultative selling to identify business challenges and create solutions for prospects and customers.
Understand the competitive landscape and customer needs to position Palo Alto Networks solutions effectively.
Set clear goals, complete accurate forecasts, and develop a detailed territory plan.
Use prospect stories and account insights to create compelling value propositions.
Stay current on industry news and trends and their effects on company products and services.
Travel as necessary within the territory and to company-wide meetings.
Cultivate relationships with channel partners and support a channel-centric go-to-market approach.