Major Account Manager

$255,000 - $351,000/Yr

Palo Alto Networks - Rochester, NY

Full-time - Senior

Rochester, NY

Professional, Scientific, and Technical Services

About the position

The Major Account Manager at Palo Alto Networks is responsible for partnering with customers to secure their digital experiences by providing solutions for threat prevention. This role is crucial for driving company revenue and growth, requiring a dynamic sales professional to lead complex sales engagements and create tailored solutions for clients. The position involves understanding customer needs, positioning the company's portfolio effectively, and maintaining strong relationships with channel partners.

Responsibilities

• Drive and orchestrate large complex sales cycles.
• Identify business challenges and create solutions for prospects and customers.
• Understand the competitive landscape and customer needs to position Palo Alto Networks solutions effectively.
• Create clear goals and 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 experience selling complex solutions and value selling or consultative sales techniques.
• 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.
• Experience cultivating relationships with channel partners for a channel-centric go-to-market approach.
• In-depth knowledge of the full sales cycle and ability to follow a structured sales process.
• Excellent time management skills and ability to work with high levels of autonomy and self-direction.

Benefits

• Restricted stock units (RSUs)
• Bonus opportunities
• Mental and financial health resources
• Personalized learning opportunities
• FLEXBenefits wellbeing spending account with over 1,000 eligible items