Major Account Manager

Palo Alto Networks

Riyadh, KSA

Full-time

Entry

Onsite

Discovered 1 weeks ago

Enterprise account managementCybersecurity solutionsSaaS-based architecturesComplex solution sellingConsultative sellingValue selling

Free

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Key skills for this role

Enterprise account managementCybersecurity solutionsSaaS-based architectures

The Major Account Manager partners with customers to secure their digital environments and address critical security challenges.

The role drives company revenue and growth by leading complex sales engagements.

The position focuses on strategic enterprise accounts and long-term transformation initiatives.

Drive and orchestrate large, complex sales cycles with internal partners and teams.
Own a portfolio of complex accounts within large enterprises.
Identify business challenges and create customer solutions through consultative selling.
Lead complex, multi-threaded sales motions involving executive and technical stakeholders.
Position the company’s cybersecurity portfolio based on customer needs and competitive conditions.
Create territory and account plans, goals, forecasts, and account strategies.
Align platform capabilities with customers’ long-term business and security roadmaps.
Collaborate with sales specialists to position the full product suite.
Create account-specific value propositions using prospect stories and customer insights.
Stay current on industry news, trends, products, and services.
Serve as executive lead for the account and coordinate internal sponsorship and partners.
Travel within the territory and to company-wide meetings as necessary.

Experience and knowledge of SaaS-based architectures are required.
Experience selling into large public-sector organizations is required.
Complex solution selling, value selling, or consultative sales experience is required.
Candidates should have managed complex accounts with long, non-linear sales cycles.
Technical aptitude for connecting technology solutions to business problems is required.
Candidates must be able to engage and influence senior executive decision-makers.
In-depth full-sales-cycle knowledge and structured sales-process discipline are required.
Experience collaborating with marketing, sales specialists, and internal partners is required.
A record of closing multi-million-dollar enterprise opportunities is required.
Candidates need holistic problem-solving ability and strong understanding of complex outcomes.
Excellent time management, autonomy, and self-direction are required.
A consistent record of meeting or exceeding major-account sales targets is required.