Major Account Manager

If you're passionate about staying ahead of the curve in cybersecurity and thrive on helping organizations safeguard their most valuable digital assets, this role could be your next great move. You'll partner closely with Solutions Consultants to evangelize the Palo Alto Networks platform and highlight the benefits it can provide customers, helping them secure their most critical digital assets. At Palo Alto Networks, you'll find strong career growth, collaboration with top talent, and a mission-driven environment focused on securing our digital future.

Success Profile

• Influences
• Focuses on the Customer
• Drives Results
• Technical Acumen
• Sales Hygiene
• Demonstrates Resilience

Our Mission

At Palo Alto Networks, we’re united by a shared mission—to protect our digital way of life.

Who We Are

In order to be the cybersecurity partner of choice, we must trailblaze the path and shape the future of our industry. This is something our employees work at each day and is defined by our values: Disruption, Collaboration, Execution, Integrity, and Inclusion. We weave AI into the fabric of everything we do and use it to augment the impact every individual can have.

This role is remote, but distance is no barrier to impact. Our hybrid teams collaborate across geographies to solve big problems, stay close to our customers, and grow together. You will be part of a culture that values trust, accountability, and shared success where your work truly matters.

Job Summary

Your Career

The Major Account Manager partners with customers to secure their entire digital experience. You’re motivated by the desire to solve critical challenges facing the customer’s secure environment, so you’re prepared to connect them with a solution for every stage of threat prevention. This role is a significant driver of company revenue and growth. As an experienced and dynamic sales professional, you’re responsible for leading and driving sales engagements.

Palo Alto Networks is leading the charge in platformization, offering best-in-breed solutions that enable customers to build a truly zero-trust security architecture and navigate critical transformations. To ensure the sales team is equipped to guide customers, the company has developed FLIGHT, an immersive onboarding program. Flight blends virtual and in-person learning at headquarters, where new sales hires participate in dynamic cohorts, fully dedicated to their training without customer distractions. This focused approach ensures they emerge as well-prepared sales professionals, ready to help customers leverage the comprehensive portfolio.

Your Impact

• Drive and orchestrate large complex sales cycles and work with internal partners and teams to best serve the customer
• Use consultative selling experience to identify business challenges and create solutions for prospects and customers
• Understand the competitive landscape and customer needs so you can effectively position the portfolio of Palo Alto Networks solutions
• Create clear goals and complete accurate forecasting through developing a detailed territory plan
• Leverage prospect stories to create a compelling value proposition with insights into value for that specific account
• Stay updated on industry news and trends, and how they affect Palo Alto Networks products and services
• Travel as necessary within your territory, and to company-wide meetings

Qualifications

Your Experience

• Experience and knowledge of SaaS-based architectures, ideally in a networking and/or security industry
• Demonstrated experience selling complex solutions, value selling, and/or consultative sales techniques
• Technical aptitude for understanding how technology products and solutions solve business problems
• Identifies problems, reviews data, determines the root causes, and provides scalable solutions
• Cultivate relationships with channel partners to bring a channel-centric go-to-market approach for customers
• Demonstrates in-depth knowledge of the full sales cycle and the ability to follow a structured sales process
• Ability to take a holistic approach to problem solving by understanding the bigger picture, and considering complex interrelationships and outcomes
• Excellent time management skills, and ability to work with high levels of autonomy and self-direction

“For anyone considering joining our sales organization, know this: if you’re competitive, collaborative, and energized by solving real problems for real people, Palo Alto Networks is the place to build your career. You’ll work with industry-leading technology, be surrounded by teammates who genuinely want to win together, and you’ll have the opportunity to make an impact that extends far beyond a quota - you’ll help protect our digital way of life.”

Abbey, Territory Sales Manager