Strategic Account Director
2 weeks ago
Our Mission
At Palo Alto Networks, everything revolves around our mission:
Being the go-to cybersecurity partner, safeguarding our digital lifestyle.
Our vision entails envisioning a world where each day is safer and more protected than the previous one. We pride ourselves on challenging the norm and disrupting existing practices. We seek innovators who share our dedication to shaping the future of cybersecurity.
Our Approach to Work
At Palo Alto Networks, flexibility and choice guide our approach to all employee programs. We have upended the conventional notion that all employees have identical needs. We provide personalization, allowing our employees to select the most suitable options for them, from well-being support to growth and development, and more. We strongly believe in the power of collaboration and value face-to-face interactions. Employees typically work in the office for three days a week, enabling two days of flexibility to work where they are most productive. This setup fosters informal discussions, collaborative problem-solving, and trusted relationships. Our ultimate aim is to establish an environment that fosters innovation, with office-based teams uniting three days a week to collaborate and thrive together.
Job Description
Your Career
At Palo Alto Networks, we are dedicated to securing the digital realm and offering organizations limitless possibilities. As a Strategic Account Director, you will play a crucial role in overseeing major strategic accounts, building strong relationships with key executives, and surpassing sales quotas and Key Performance Indicators (KPIs). You will take on an indirect leadership position across various shared services, all aimed at ensuring success within your assigned territory and enhancing market presence, revenues, and outcomes for Palo Alto Networks.
Your Impact
- Develop and lead multimillion-dollar, multi-year pursuits with key strategic accounts in your designated territory
- Manage major strategic accounts, exceeding sales quotas and KPIs
- Establish and nurture relationships with key executive stakeholders
- Utilize consultative selling experience to identify business challenges and devise solutions for prospects and customers
- Understand the competitive landscape and customer needs to aptly position the portfolio of Palo Alto Networks solutions
- Set clear goals and provide accurate forecasting by crafting a detailed territory plan
- Keep abreast of industry news and trends and how they impact Palo Alto Networks offerings
- Demonstrate industry expertise by articulating unique value to customers
- Devise strategies aligning customer's business objectives with Palo Alto Networks' value proposition
- Travel as necessary within your territory and to company-wide meetings
- Take on an indirect leadership role in overseeing a diverse shared services team to optimize revenues and profitability
- Forge strong relationships with C-level executives and decision-makers
- Identify mutually beneficial business opportunities with external partners
Qualifications
Your Experience
To excel in this role, you should bring 15 years of experience in B2B SaaS sales, particularly within BFSI. You should have a proven track record in spearheading multi-year, multimillion-dollar initiatives, from pre-sales to customer service transfer. Demonstrated success in direct selling, consulting, and service delivery within the technology sector, focusing on multi-year solutions, is essential. You should possess a strong comprehension of various business models and their connection with IT's role in driving profitability. Resilient and credible leadership qualities are required, along with entrepreneurial acumen to identify and pursue substantial growth opportunities. Excellent verbal and written communication skills are necessary for engaging with executives and decision-makers. A strong executive presence is crucial for building relationships with senior stakeholders and partners. Familiarity with SaaS-based architectures, particularly in the networking and/or security field, is beneficial. Experience in selling complex solutions, value selling, and consultative sales techniques is preferred. Technical proficiency in understanding how technology products and solutions address business challenges is a plus. Cultivating relationships with channel partners to implement a channel-centric go-to-market approach for customers is also desirable. You should have a profound understanding of the entire sales cycle and the ability to navigate a structured sales process. You should be adept at holistic problem-solving, possess excellent time management skills, and be capable of working autonomously with high levels of self-direction.
Additional Information
The Team
Our Enterprise Sales team is dynamic, agile, and deeply dedicated to propelling our industry forward and creating a more secure world. Our culture is grounded in respect, ownership, and inclusivity, where every voice is valued. Accessible empathetic leadership offers support for authentic connections. Innovation flourishes within our environment, and we acknowledge accomplishments while upholding high standards. Personal and professional growth is encouraged, with leaders and teams providing mutual support through objective feedback. Join us for a dynamic, responsible, and empowering work experience.
Our sales team collaborates closely with large organizations globally to safeguard their digital environments. We educate, inspire and empower potential clients on their security journey. Empowered with cutting-edge systems, tools, extensive research, and sales resources, our sales team thrives on shared success. Everyone at Palo Alto Networks is dedicated to your success, supporting solutions selling, learning, and development.
Our Commitment
We are pioneers who think big, take chances, and challenge the status quo of cybersecurity. Our mission cannot be achieved without diverse teams innovating together. We are dedicated to offering reasonable accommodations to all qualified individuals with disabilities. Palo Alto Networks is an equal opportunity employer, promoting diversity in the workplace. All qualified applicants will be considered for employment regardless of various legally protected characteristics. Your data will be handled confidentially following EEO guidelines.
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