Named Account Manager, Federal System Integrators

$255,000 - $351,000/Yr

Palo Alto Networks - Reston, VA

Full-time - Mid Level

Reston, VA

Professional, Scientific, and Technical Services

About the position

The Named Account Manager for Federal System Integrators at Palo Alto Networks is a key role focused on driving sales and revenue growth within the federal sector. This position involves leading complex sales cycles, developing strategic account plans, and building long-term relationships with customers and partners. The role requires a deep understanding of the cybersecurity landscape and the ability to position Palo Alto Networks' solutions effectively to meet customer needs.

Responsibilities

• Drive and orchestrate complex sales cycles with internal partners and teams.
• Initiate long-standing relationships with prospective customers and executive sponsors.
• Create and implement strategic account plans for enterprise-wide deployments.
• Understand the competitive landscape and customer needs to position Palo Alto Networks effectively.
• Engage in a programmatic approach to generate and expand demand in the territory.
• 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 working with Federal System Integrators (FSI) customers such as IBM/Raytheon, BAH, Thales, and Aerospace.
• Knowledge of SaaS-based architectures, ideally in networking and/or security contexts, with awareness of SASE technology preferred.
• Experience cultivating relationships with channel partners for a channel-centric go-to-market approach.
• Ability to lead all aspects of the sales cycle, including uncovering, qualifying, developing, and closing new territories and accounts.
• Deep knowledge of the U.S. Department of Defense (DOD), intelligence community, or civilian agencies.
• Successful track record in selling complex solutions.
• Excellent time management skills and ability to work autonomously.
• Highly competitive, quick to ramp up, adaptive, and focused on exceeding production goals.

Nice-to-haves

• Experience in cybersecurity sales or related fields.
• Familiarity with federal procurement processes and regulations.
• Strong presentation and communication skills.

Benefits

• FLEXBenefits wellbeing spending account with over 1,000 eligible items.
• Mental and financial health resources.
• Personalized learning opportunities.
• Restricted stock units and bonuses as part of compensation.