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Strategic Account Director
2 months ago
Palo Alto Networks Inc. is seeking a highly skilled and experienced Strategic Account Director to join our Enterprise Sales team. As a key member of our team, you will play a pivotal role in managing major, strategic accounts, establishing strong relationships with key executives, and exceeding sales quotas and Key Performance Indicators (KPIs).
Key Responsibilities- Create and drive multimillion dollar, multi-year pursuits with key Victorian Public Sector strategic accounts
- Build and nurture relationships with key executive stakeholders in the Victorian Public Sector
- Leverage your consultative selling experience to identify business challenges and create solutions for Victorian Public Sector prospects and our customers
- Understand the Victorian Public Sector 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 Victorian Public Sector territory plan
- Leverage prospect stories to create a compelling value proposition with insights into value for the Victorian Public Sector
- Stay updated on industry news and trends, and how they affect Palo Alto Networks products and services
- Demonstrate Victorian Public Sector industry knowledge, articulating unique value to customers
- Develop strategies aligning Victorian Public Sector customer's business goals with Palo Alto Networks' value proposition
- Travel as necessary within your territory, and to company-wide meetings
- Take up an indirect leadership role responsible for orchestrating a diverse shared services team to optimise revenues and profitability
- Establish strong relationships with C-level executives and decision-makers and identify mutually beneficial business opportunities with external partners
- Provide credible leadership across various business functions, fostering collaboration
- Be accountable and trusted in customer and internal interactions
- Drive revenue-maximising opportunities, utilising Palo Alto Networks' capabilities
- Focus on high-value growth with long-term perspective, executing innovative business models
- Enhance Total Customer Experience and deliver maximum value through continuous improvement
- Cultivate value-added partnerships, extending Palo Alto Networks' reach and capabilities
- Deliver incremental benefits to customers through strategic collaborations
- Experience in B2B SaaS sales, ideally within the Victorian Public Sector
- Relationships with key executive stakeholders ideally in the Victorian Public Sector
- Understanding of the Victorian Public Sector competitive landscape and customer needs
- Proven track record of leading multi-year, multi-million dollar initiatives, from pre-sales to customer service handoff ideally in the Victorian Public Sector
- Successful history of direct selling, consulting, and service delivery in the technology industry, focusing on multi-year solutions
- Strong understanding of various business models and connecting them with how IT drives profitability
- Resilient and credible leadership abilities, indirectly leading across multiple functions and fostering collaboration and accountability
- Entrepreneurial mindset, identifying and pursuing substantial growth opportunities with a long-term view
- Excellent verbal and written communication skills to engage with executives and decision-makers
- Strong executive presence, building relationships with senior stakeholders and partners
- Experience and knowledge of SaaS-based architectures, ideally in a networking and/or security industry
- Demonstrated experience selling complex solutions, value selling, and/or consultative sales techniques
- Technical aptitude for understanding how technology products and solutions solve business problems
- Cultivate relationships with our channel partners to bring channel-centric go-to-market approach for our customers
- Demonstrates in-depth knowledge of the full sales cycle and the ability to follow a structured sales process
- 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
