Major Account Manager
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Key skills for this role
Role Overview
The Major Account Manager partners with customers to secure their digital experience and connect them with threat-prevention solutions.
The position is a significant driver of company revenue and growth and leads sales engagements for complex cybersecurity solutions.
New sales hires participate in FLIGHT, an immersive virtual and in-person onboarding program.
Key Skills for This Role
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Company Mission
Palo Alto Networks aims to protect customers' digital way of life and become the cybersecurity partner of choice.
The company emphasizes disruption, collaboration, execution, integrity, inclusion, and the use of AI to augment employee impact.
Work Model
- Most teams work from the office full time, with flexibility when needed.
- The role includes travel within the assigned territory and to company-wide meetings.
Role Overview
The Major Account Manager partners with customers to secure their digital experience and connect them with threat-prevention solutions.
The position is a significant driver of company revenue and growth and leads sales engagements for complex cybersecurity solutions.
New sales hires participate in FLIGHT, an immersive virtual and in-person onboarding program.
Impact and Responsibilities
- Drive and orchestrate large, complex sales cycles with internal partners and teams.
- Identify business challenges and create solutions using consultative selling.
- Position the company's portfolio based on competitive conditions and customer needs.
- Develop territory plans, goals, and accurate sales forecasts.
- Create account-specific value propositions using prospect insights.
- Monitor industry news and trends affecting products and services.
- Travel within the territory and to company-wide meetings as necessary.
Experience and Qualifications
- Experience and knowledge of SaaS-based architectures, ideally in networking or security.
- Demonstrated experience selling complex solutions using value-selling or consultative sales techniques.
- Technical aptitude for connecting technology products and solutions to business problems.
- Ability to analyze problems and data, determine root causes, and provide scalable solutions.
- Ability to cultivate channel-partner relationships through a channel-centric go-to-market approach.
- In-depth full-sales-cycle knowledge and ability to follow a structured sales process.
- Holistic problem-solving ability with consideration of complex interrelationships and outcomes.
- Excellent time management, autonomy, and self-direction.
- Fluency in English and Arabic is required.
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