Description:
The Major Account Manager partners with our customers to secure their entire digital experience. 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. This role is a significant driver of company revenue and growth. As an experienced and dynamic sales professional, you’re responsible for leading and driving sales engagements.
Your Impact
- As a Major Account Manager, you will drive and orchestrate large complex sales cycles and work with our internal partners and teams to best serve the customer
- Own a portfolio of complex accounts within large enterprises, focusing on longer-term transformation initiatives
- Through consultative selling experience you will identify business challenges and create solutions for prospects and our customers
- Lead highly complex, multi-threaded sales motions involving multiple C-suite executives, business unit leaders, and technical stakeholders across the organization
- Understand the competitive landscape and customer needs so you can effectively position the portfolio of Palo Alto Networks solutions
- Create clear goals and complete accurate forecasting through developing a detailed territory & account plans
- Develop and execute comprehensive account strategies that align Palo Alto Networks’ platform capabilities to the customer’s long-term business and security roadmap
- Collaborate and partner closely with the sales specialist organisation to position the whole product suite of Palo Alto Networks solutions
- Leverage prospect stories to create a compelling value proposition with insights into value for that specific account
- Stay updated on industry news and trends, and how they affect Palo Alto Networks products and services
- Serve as the executive lead for the account, coordinating internal executive sponsorship, partners, and extended account teams
- Travel as necessary within your territory, and to company-wide meetings
Your Experience
- Experience and knowledge of SaaS-based architectures, ideally in a networking and/or security industry
- Extensive experience selling into top accounts in Abu Dhabi.
- Demonstrated experience selling complex solutions, value selling, and/or consultative sales techniques
- Proven success managing a limited number of complex accounts with long, non-linear sales cycles
- Technical aptitude for understanding how technology products and solutions solve business problems
- Identifies problems, reviews data, determines the root causes, and provides scalable solutions
- Cultivate relationships with our channel partners to bring channel-centric go-to-market approach for our customers
- Demonstrated ability to engage and influence senior executive decision-makers across multiple functions and lines of business
- Demonstrates in depth knowledge of the full sales cycle and the ability to follow a structured sales process
- Successful collaboration with internal partners such as marketing, sales specialists, etc to drive a multi-product approach
- Track record of closing multi-million-dollar, highly complex enterprise-wide opportunities involving multiple buying centers
- Ability to take a holistic approach to problem solving by understanding the bigger picture, and considering complex interrelationships and outcomes
- Excellent time management skills, and work with high levels of autonomy and self-direction
- Consistent history of meeting or exceeding targets in a major accounts sales role