Named Account Manager - Public Sector

Palo Alto Networks

4d•Remote

About The Position

The Named Account Manager - Public Sector is responsible for driving company revenue and growth by leading sales engagements and meeting or exceeding quota. The role develops and implements strategic territory and account plans to expand deployments of Palo Alto Networks’ Next Generation Security Platform, win market share, and displace competing technologies. The manager works with internal teams and partners to address customer security challenges and support enterprise-wide deployments of Palo Alto Networks’ cybersecurity solutions. The role includes FLIGHT, an immersive sales onboarding program combining virtual and in-person learning at company headquarters. New sales hires participate in training cohorts without customer distractions to prepare them to guide customers across the company’s portfolio. This position is remote and involves travel as necessary within the territory and to company-wide meetings.

Requirements

Experience and knowledge of SaaS-based architectures, ideally in a networking and/or security context.
Experience cultivating mutually beneficial relationships with channel partners and using a channel-centric go-to-market approach.
Ability to lead all aspects of the sales cycle, including uncovering, qualifying, developing, and closing new opportunities in white-space territories and accounts.
Successful track record selling complex solutions.
Excellent time-management skills.
Ability to work with high levels of autonomy and self-direction.
Highly competitive, quick to ramp, and extremely adaptive, with a record of exceeding production goals.

Responsibilities

Drive and orchestrate complex sales cycles, collaborating with internal partners and teams to serve customers.
Initiate and develop long-standing relationships with prospective customers and executive sponsors through consultative selling.
Create and implement strategic account plans focused on enterprise-wide deployments.
Understand the competitive landscape and customer needs to position Palo Alto Networks effectively.
Use a programmatic approach to demand generation to develop and expand the territory.
Use prospect stories and account-specific insights to create compelling value propositions.
Stay current on industry news and trends and understand their impact on Palo Alto Networks products and services.
Travel as necessary within the territory and to company-wide meetings.
Meet and exceed sales quota by winning business and market share, including displacing competing technologies.