Major Account Manager - Service Providers - #390263

Palo Alto Networks


Date: 08/19/2021 19:30 PM

City: Reston, Virginia

Contract type: Full Time

Work schedule: Full Day

Company Description

Our Mission

At Palo Alto Networks® everything starts and ends with our mission:

Being the cybersecurity partner of choice, protecting our digital way of life.

We have the vision of a world where each day is safer and more secure than the one before. These aren’t easy goals to accomplish – but we’re not here for easy. We’re here for better. We are a company built on the foundation of challenging and disrupting the way things are done, and we’re looking for innovators who are as committed to shaping the future of cybersecurity as we are.

Disruption is at the core of our technology and on our way of work to meet the needs of our employees now and in the future through FLEXWORK, our approach to how we work. We’re changing the nature of work from benefits to learning, location to leadership, we’ve rethought and recreated every aspect of the employee experience at Palo Alto Networks. And because it FLEXes around each individual employee based on their individual choices, employees are empowered to push boundaries and help us all evolve, together.

Job Description

Your Career

As we continue to grow as an organization, we are hiring premier major account sales professionals to run and drive sales engagements with and to one of our largest global Service Provider partners. This is a senior sales role demanding both direct and channel sales skills. This hybrid position requires exceptional teamwork skills as it is supported by a team of engineers, and led by senior direct and channels sales professionals. 

You will develop trusted relationships at a high, executive level, focusing on the strategic nature of this flagship account. This means that you have a concrete understanding of our product suites and are able to help identify areas that can be resolved by our solutions. Your credibility will guide customers in their search to transition to a more secure online environment. You feel empowered by our product offerings - and love a technical challenge.

Your Impact

  • Play a key role in navigating complex accounts in order to generate and deliver winning proposals, contract bids, statements of work, and RFI/RFP responses

  • Acquire and manage new business franchises within your account, growing the business and developing the pipeline

  • Employ world-class account management skills to identify cross-selling and up-selling opportunities within targeted major accounts

  • Develop and execute sales strategies and tactics that maximize opportunity within major customer environments

  • Perform high-level sales planning, leading to accurate forecasting of the business

  • Build relationships with and sell through channel partners

  • Meet and exceed sales quota by creating and implementing strategic account plans targeting enterprise-wide deployments of our security solutions.

Qualifications

Your Experience

  • Service Provider experience, selling into and through

  • Background of Federal sales preferred

  • BS technical degree or equivalent

  • 10+ years of above quota sales experience

  • Prior experience selling network infrastructure based security appliances including but not limited to firewalls, SSL/IPSec VPNs, security proxies and caches

  • Practical knowledge of routing and switching products that will be installed adjacent to the Palo Alto Networks appliances

  • History of independent performance and overachieving sales goals

  • Strong written and verbal communication skills

Additional Information

Your Team

We work together with the Global SP, Sales/Technical Enablement, Marketing and Channels organizations to provide seamless solutions globally. As part of the Americas Service Provider team, you will have the opportunity to build a new approach and with an innovative approach. You are empowered with unmatched systems and tools, including constantly updated research and sales libraries and a team built on joint success. You won’t find someone at Palo Alto Networks that isn’t committed to your success – with everyone pitching in to assist when it comes to solutions selling, learning, and development.


Our Commitment

We’re trailblazers that dream big, take risks, and challenge cybersecurity’s status quo. It’s simple: we can’t accomplish our mission without diverse teams innovating, together.

Palo Alto Networks is evolving and changing the nature of work to meet the needs of our employees now and in the future through FLEXWORK, our approach to how we work. From benefits to learning, location to leadership, we’ve rethought and recreated every aspect of the employee experience at Palo Alto Networks. And because it FLEXes around each individual employee based on their individual choices, employees are empowered to push boundaries and help us all evolve, together.

We are committed to providing reasonable accommodations for all qualified individuals with a disability. If you require assistance or accommodation due to a disability or special need, please contact us at [email protected]

Palo Alto Networks is an equal opportunity employer. We celebrate diversity in our workplace, and all qualified applicants will receive consideration for employment without regard to age, ancestry, color, family or medical care leave, gender identity or expression, genetic information, marital status, medical condition, national origin, physical or mental disability, political affiliation, protected veteran status, race, religion, sex (including pregnancy), sexual orientation, or other legally protected characteristics.

All your information will be kept confidential according to EEO guidelines.

Disclosure required by sb19-085 (8-5-20) of the minimum compensation (includes on-target earnings = base + on target incentives for sales roles) for this role to be located in the state of Colorado. If hired in Colorado, this position starts at $268,000/yr. Depending on the position offered, restricted stock units and incentive or bonus pay may be provided as part of this compensation package. Additional benefits may be found here.

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