Major Account Manager Royal & Central Government📣 Job Ad

About the Role

Palo Alto Networks is seeking a Major Account Manager focused on Royal & Central Government clients. This full-time position is integral to driving company revenue and growth by leading and executing sales engagements. The role requires a motivated sales professional adept at solving critical security challenges for government organizations and positioning Palo Alto Networks' solutions.

Role Overview and Responsibilities

As a Major Account Manager, you will be responsible for meeting and exceeding sales quotas by developing and implementing strategic territory plans. Your focus will be on driving deployments of the Palo Alto Networks Next Generation Security Platform and actively displacing competing technologies. You will orchestrate complex sales cycles, collaborate with internal teams, and build long-standing relationships with prospective customers and executive sponsors. A key aspect of this role involves understanding the competitive landscape and customer needs to effectively position Palo Alto Networks' offerings. You will also engage in programmatic demand generation and territory expansion, leveraging prospect stories to create compelling value propositions tailored to specific accounts.

• Drive and orchestrate complex sales cycles, working with internal partners to serve customers effectively.
• Initiate and cultivate long-standing relationships with prospective customers and executive sponsors using consultative selling skills.
• Develop and implement strategic account plans focused on achieving enterprise-wide deployments.
• Understand the competitive landscape and customer needs to position Palo Alto Networks solutions.
• Implement a programmatic approach to demand generation, development, and expansion within your territory.
• Create compelling value propositions based on prospect stories and account-specific insights.
• Stay informed about industry news and trends impacting Palo Alto Networks products and services.
• Travel as necessary within your territory and to company meetings.

Qualifications and Experience

Successful candidates will possess experience and knowledge of SaaS-based architectures, particularly within networking and security contexts. You should have a proven track record of cultivating mutually beneficial relationships with channel partners and implementing a channel-centric go-to-market approach. The ability to lead all aspects of the sales cycle, including uncovering, qualifying, developing, and closing new business in white-space territories and accounts, is essential. A deep understanding of the intelligence community and a history of successfully selling complex solutions are required. Excellent time management skills, the ability to work with high levels of autonomy, and a highly competitive, adaptive nature focused on exceeding production goals are also key attributes.

• Experience and knowledge of SaaS-based architectures, ideally in a networking and/or security context.
• Experience cultivating relationships with channel partners for a channel-centric go-to-market approach.
• Ability to lead all aspects of the sales cycle, including uncovering, qualifying, developing, and closing new business.
• Deep knowledge of the intelligence community.
• Successful track record selling complex solutions.
• Excellent time management skills and ability to work autonomously.
• Highly competitive, quick to ramp, extremely adaptive, and focused on exceeding production goals.

Onboarding and Development

Palo Alto Networks provides an immersive onboarding program called FLIGHT. This program blends virtual and in-person learning at the company headquarters, offering new sales hires dedicated training in dynamic cohorts to ensure they are well-prepared to help customers leverage the comprehensive portfolio.

Work Environment

This role is remote. Palo Alto Networks fosters a culture that values trust, accountability, and shared success, with hybrid teams collaborating across geographies. The company is committed to innovation and impact, solving real-world problems with cutting-edge technology.