Account Manager - Enterprise Acquisition Sales

Palo Alto Networks - Pittsburgh, PA

Full-time - Mid Level

Pittsburgh, PA

Professional, Scientific, and Technical Services

About the position

The Account Manager at Palo Alto Networks plays a crucial role in partnering with customers to secure their entire digital experience. This position is driven by the desire to solve critical challenges in the customer's secure environment, ensuring that they are connected with solutions for every stage of threat prevention. As a significant driver of company revenue and growth, the Account Manager is responsible for leading and driving sales engagements, particularly in the rapidly expanding SASE (Secure Access Service Edge) market. The role requires an experienced and dynamic sales professional who can effectively navigate complex sales cycles and collaborate with internal partners and teams to best serve the customer. In this role, you will utilize your consultative selling experience to identify business challenges and create tailored solutions for prospects and existing customers. Understanding the competitive landscape and customer needs is essential for effectively positioning the portfolio of Palo Alto Networks solutions. You will be expected to create clear goals and provide accurate forecasting by developing a detailed territory plan. Additionally, leveraging prospect stories will help you create a compelling value proposition that highlights the specific value for each account. Staying updated on industry news and trends is vital, as it directly impacts Palo Alto Networks products and services. The position may require travel within your territory and to company-wide meetings, emphasizing the need for flexibility and adaptability in your approach to sales engagements.

Responsibilities

• Drive and orchestrate complex sales cycles to serve customers effectively.
• Identify business challenges and create solutions for prospects and customers through consultative selling.
• Understand the competitive landscape and customer needs to position Palo Alto Networks solutions effectively.
• Create clear goals and complete accurate forecasting through a detailed territory plan.
• Leverage prospect stories to create compelling value propositions for specific accounts.
• Stay updated on industry news and trends affecting Palo Alto Networks products and services.
• Travel as necessary within the territory and to company-wide meetings.

Requirements

• Experience and knowledge of SaaS-based architectures, ideally in networking and/or security industry, with a preference for SASE technology.
• Demonstrated success in strategizing and executing on goals and sales targets with acquisition business.
• Experience working collaboratively with sales and ecosystem teams to penetrate new clients, including achieving bookings and pipeline goals.
• Technical aptitude for understanding how technology products and solutions solve business problems.
• Ability to identify problems, review data, determine root causes, and provide scalable solutions.
• Cultivate relationships with channel partners to implement a channel-centric go-to-market approach for customers.
• In-depth knowledge of the full sales cycle and ability to follow a structured sales process.
• Excellent time management skills, with the ability to work autonomously and self-direct.

Nice-to-haves

• Experience in the cybersecurity industry is a plus.
• Familiarity with zero trust security architecture.
• Strong communication and interpersonal skills to build relationships with clients and partners.

Benefits

• FLEXBenefits wellbeing spending account with over 1,000 eligible items selected by employees.
• Mental and financial health resources.
• Personalized learning opportunities.