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Strategic Account Executive

2 months ago

Melbourne, Victoria, Australia Palo Alto Networks Full time

Company Overview

Our Purpose

At Palo Alto Networks, our mission is at the core of everything we do:

To be the trusted cybersecurity partner, safeguarding our digital lives.

We envision a world where each day is more secure than the last. Our company is founded on the principles of innovation and disruption, and we seek forward-thinkers who are dedicated to shaping the future of cybersecurity.

Work Philosophy

We prioritize personalization and choice in all our employee programs. We challenge the conventional notion that all employees share the same needs and preferences. We empower our team members to select what best suits them, from wellness support to professional development, and beyond.

Role Overview

Your Journey

At Palo Alto Networks, we are committed to defending our digital way of life, and we need a dedicated individual like you to contribute significantly to our mission. As the preferred cybersecurity partner, we lead the charge in protecting businesses and individuals from emerging cyber threats.

In this dynamic position, you will play a crucial role in driving business expansion and enhancing our presence in your designated territory. By spearheading the acquisition of new Service Provider/MSP clients and cultivating enduring relationships with key stakeholders, you will make a meaningful impact on our success.

With a collaborative and supportive work culture, you will have access to all the tools and resources necessary to thrive in your role and reach new professional milestones. Join us in our mission to ensure each day is safer than the last and be part of a company that values your contributions and nurtures your career growth.

Your Contributions

  • Generate business value for our Service Provider and Managed Security Service Provider (MSSP) clients, enabling them to secure their networks and IT assets while developing services based on our security solutions for enterprise clients.
  • Exhibit initiative and drive to establish new engagements or re-engage existing ones in new growth areas.
  • Navigate and orchestrate complex sales cycles, collaborating with internal teams and partners to best serve the client.
  • Cultivate an industry ecosystem of partner organizations to address large, complex use cases with our service provider clients.
  • Develop and facilitate C-level engagements with leadership in our SP and MSSP clients, establishing strategic, long-term relationships.
  • Create and execute strategic account plans aimed at achieving organization-wide deployments.
  • Coordinate service creation activities with focus service providers to identify new markets for managed services and go-to-market offerings based on Palo Alto Networks' capabilities.
  • Understand the competitive landscape and customer needs to effectively position Palo Alto Networks.
  • Employ a systematic approach to demand generation, developing and expanding your territory.
  • Stay informed on industry trends and news, and their implications for Palo Alto Networks products and services.
  • Travel as required within your territory and to company-wide meetings.

Qualifications

Your Background

  • To excel in this position, you should possess a minimum of 5 years of experience in B2B sales to enterprise and service provider clients, preferably within a cybersecurity, cloud, or SaaS environment.
  • Experience in channel business development, product management, or service creation is highly desirable.
  • Your history should reflect success in selling complex solutions, value selling, and/or utilizing consultative sales techniques.
  • Your technical proficiency will enable you to understand how our technology products and solutions effectively address business challenges.
  • You should have a talent for problem-solving, using data to identify root causes and providing scalable solutions.
  • Building relationships with our channel partners and implementing a channel-centric go-to-market strategy will be part of your responsibilities.
  • With your comprehensive knowledge of the full sales cycle and structured sales processes, you will navigate opportunities effectively.
  • Your holistic approach to problem-solving, ability to consider complex interrelationships and outcomes, and exceptional time management skills will contribute to your success.
  • You should be comfortable working independently and directing your efforts with a high degree of self-motivation.
  • Familiarity with cybersecurity solutions is highly preferred, but not mandatory.

Additional Insights

The Team

Our sales team collaborates closely with large organizations globally to safeguard their digital environments. We educate, inspire, and empower our potential clients on their security journey.

As a member of our sales team, you will be equipped with unparalleled systems and tools, continuously updated research and sales resources, and a team built on shared success. Everyone at Palo Alto Networks is dedicated to your success, providing support in solutions selling, learning, and development. You will thrive in a solutions-focused sales environment, finding fulfillment in working with clients to tackle complex cyber threats.

Our Commitment

We are innovators who dream big, take risks, and challenge the status quo in cybersecurity. Our mission cannot be achieved without diverse teams working together.

We are committed to providing reasonable accommodations for all qualified individuals with disabilities. If you require assistance or accommodation due to a disability or special need, please reach out to us.

Palo Alto Networks is an equal opportunity employer. We celebrate diversity in our workplace, and all qualified applicants will receive consideration for employment without regard to age, ancestry, color, family or medical care leave, gender identity or expression, genetic information, marital status, medical condition, national origin, physical or mental disability, political affiliation, protected veteran status, race, religion, sex (including pregnancy), sexual orientation, or other legally protected characteristics.

All your information will be kept confidential according to EEO guidelines.