Major Account Manager

Description:

The Major Account Manager will play a critical role in developing, managing and elevating our Strategic Agreements in key Public Sector countries, collaborating with cross-functional teams and executive stakeholders to ensure successful closure of frame agreements with many governments. The ideal candidate will have a strong understanding of Public Sector policies, knowledge of regulatory framework, i.e. UAE vision 2030, Qatar National Vision 2030,Kuwait Vision 2035, excellent communication and project management skills. Also, the ideal candidate will be based in Dubai / Abu Dhabi in the UAE. Solid social/soft skills to navigate in a complex matrix environment are necessary.

You will be a significant driver of company revenue and growth. As an experienced and dynamic sales professional, you’re responsible for leading and driving sales engagements. You’re motivated by the desire to solve critical challenges facing our customer’s secure environment, so you’re prepared to connect them with a solution for every stage of threat prevention.

You’ll be responsible for meeting and exceeding your quota by crafting and implementing strategic territory plans targeting deployments of the Palo Alto Networks Next Generation Security Platform. This is a unique opportunity for a closer with a go-getter mentality to win business and market share by actively displacing competing technologies.

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 our sales team is equipped to guide customers, we've developed FLIGHT, an immersive onboarding program. Flight blends virtual and in-person learning at our headquarters, where new sales hires will 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 our comprehensive portfolio.

Your Impact
 

• Manage and support the Strategic Gulf Governments Agreement initiatives for Public Sector working closely with local leadership, and cross-functional teams, including SE, legal, sales and marketing
• Create and manage project plans, timelines, and budgets to ensure successful program execution with framework stakeholders and/or partners
• Take active role in stakeholder management and communication to assess any risk or issue that requires an immediate response through a dedicated action or decision
• Incorporate diverse array of concepts, methodologies, strategies, learning tools & practices adhering to self directed learning principles & practices
• Partner with the local leadership team to develop and execute frame agreement processes that generate closer relationships with government and critical infrastructure entities - Some of the work will also include communication with external advisors and other stakeholders
• Enable the support teams by ensuring they have the best practise, lesson learned material, troubleshooting guides and documentation needed
• Work closely with the leadership team to ensure they have the right knowledge, and resources they need to effectively drive the process to sign frame agreement
• Monitor and measure program success, analyzing results and making recommendations for optimization and continuous improvement
   

Qualifications

Your Experience
 

• 5+ years experience in IT sales, business development or a strategic/Channel sales supporting role
• Public Framework expertise and knowledge are mandatory
• Cybersecurity experience is preferred although we will consider other areas of IT expertise
• Demonstrated ability to work cross-functionally with multiple organisations and field sellers
• Experience of working in or closely with channel partners, global SI’s, and Managed Service Providers
• Executive relationship building, listening, influencing, communication, and facilitation skills
• Experience in risk management for large transitions
• Demonstrated ability to facilitate change in a matrixed environment
• Structured problem solving skills to take complex problems and break them down into components
• Creative, smart thinker who can scale steep learning curves quickly
• Attention to detail and ability to execute against tight timelines