Major Account Manager📣 Job Ad

About Palo Alto Networks

Palo Alto Networks is dedicated to protecting the digital way of life by solving real-world problems with technology and innovative thinking. The company operates with values of Disruption, Collaboration, Execution, Integrity, and Inclusion, integrating AI into its operations to enhance individual impact. Palo Alto Networks is committed to being the cybersecurity partner of choice, aiming for a safer and more secure world each day.

The Role of Major Account Manager

Palo Alto Networks is seeking a Major Account Manager for a full-time position in Riyadh, Saudi Arabia. This role involves partnering with customers to secure their digital experience and is a significant driver of company revenue and growth. The Major Account Manager is an experienced sales professional responsible for leading and driving sales engagements, connecting customers with solutions for threat prevention, and contributing to the company's platformization strategy.

Key Responsibilities

• Drive and orchestrate complex sales cycles, collaborating with internal partners and teams to serve customers.
• Manage a portfolio of complex accounts within large enterprises, focusing on long-term transformation initiatives.
• Identify business challenges and create solutions for prospects and customers through consultative selling.
• Lead multi-threaded sales motions involving C-suite executives, business unit leaders, and technical stakeholders.
• Understand the competitive landscape and customer needs to effectively position Palo Alto Networks solutions.
• Develop detailed territory and account plans to create clear goals and accurate forecasting.
• Execute comprehensive account strategies aligning Palo Alto Networks' platform capabilities with customer business and security roadmaps.
• Collaborate with the sales specialist organization to position the full suite of Palo Alto Networks solutions.
• Leverage prospect stories to create compelling value propositions tailored to specific accounts.
• Stay informed on industry news and trends and their impact on Palo Alto Networks products and services.
• Serve as the executive lead for accounts, coordinating internal executive sponsorship, partners, and extended account teams.
• Travel as required within the assigned territory and for company meetings.

Required Experience and Qualifications

• 2-5 years of experience in a major accounts sales role.
• Experience and knowledge of SaaS-based architectures, preferably within the networking and/or security industry.
• Extensive experience selling into large public sector organizations.
• Demonstrated experience in selling complex solutions, value selling, or consultative sales techniques.
• Proven success managing a limited number of complex accounts with long, non-linear sales cycles.
• Technical aptitude for understanding how technology products and solutions address business problems.
• Ability to identify problems, review data, determine root causes, and provide scalable solutions.
• Capability to cultivate relationships with channel partners for a channel-centric go-to-market approach.
• Demonstrated ability to engage and influence senior executive decision-makers across multiple functions.
• In-depth knowledge of the full sales cycle and ability to follow a structured sales process.
• Successful collaboration with internal partners such as marketing and sales specialists to drive a multi-product approach.
• Track record of closing multi-million-dollar, complex enterprise-wide opportunities involving multiple buying centers.
• Ability to take a holistic approach to problem-solving, understanding the bigger picture and considering complex interrelationships.
• Excellent time management skills and ability to work with high levels of autonomy and self-direction.
• Consistent history of meeting or exceeding targets in a major accounts sales role.

The Sales Team and Work Environment

The sales team at Palo Alto Networks works with organizations globally to protect digital environments. Team members educate, inspire, and empower clients in their security journey, supported by systems, tools, research, and a collaborative team. The company fosters a solutions-focused sales environment where individuals resolve complex cyberthreats. Most teams work from the office full-time, with flexibility when needed, to support real-time problem-solving and strong relationships. New sales hires participate in FLIGHT, an immersive onboarding program that blends virtual and in-person learning at headquarters, providing dedicated training without customer distractions.

Commitment to Diversity and Inclusion

Palo Alto Networks is an equal opportunity employer committed to diversity in the workplace. All qualified applicants receive consideration for employment without regard to protected characteristics. The company provides reasonable accommodations for qualified individuals with disabilities. This role is not eligible for immigration sponsorship.