Major Account Manager

Palo Alto Networks•Burbank, CA

1d•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 develop solutions for prospects and customers, while positioning the company’s portfolio based on the competitive landscape and customer needs. The manager develops territory plans, sets goals, forecasts accurately, and uses account-specific insights to communicate value. The role is remote and may require travel within the assigned territory and to company-wide meetings. Reliable transportation is required for travel to business meetings and events; employees who drive for company business must maintain a valid driver’s license. The posted annual compensation range is $272,000–$374,000, comprising base salary plus commission target for sales roles; compensation may also include restricted stock units and a bonus. Immigration sponsorship is not available for this position.

Requirements

Experience and knowledge of SaaS-based architectures, ideally in networking and/or security.
Demonstrated experience selling complex solutions and 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 business meetings and events; a valid driver’s license is required if driving in connection with company business.

Responsibilities

Drive and orchestrate complex sales cycles, working 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, develop a detailed territory plan, and complete accurate forecasting.
Use prospect stories and account-specific insights to create compelling value propositions.
Stay informed about 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.