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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 journey begins and ends with our purpose:

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

We envision a future where every day is more secure than the last. Our organization is founded on the principles of challenging and transforming the status quo, and we seek innovators who are dedicated to shaping the future of cybersecurity alongside us.

Our Work Philosophy

We prioritize personalization and choice in all our employee initiatives. We have redefined the conventional perspective that all employees share identical needs and desires. We empower our employees to select what suits them best whenever possible - from wellness support to professional development, and beyond.

Role Overview

Your Career Path

At Palo Alto Networks, we are committed to defending our digital existence, and we require someone like you to play a crucial role in our mission. As the preferred cybersecurity partner, we are at the forefront of protecting businesses and individuals from the ever-evolving landscape of cyber threats.

In this dynamic position, you will be pivotal in driving business expansion and broadening our influence within your designated territory. By spearheading the acquisition of new Service Provider/MSP clients and cultivating enduring relationships with key stakeholders, you will make a significant contribution to our success.

With a collaborative and supportive work environment, 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 development.

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 determination to establish new engagements or re-engage existing ones in novel areas for growth.
  • Navigate and manage intricate sales cycles, collaborating with our internal teams and partners to best serve the client.
  • Build an industry ecosystem of partner organizations to address large, complex use cases with our service provider clients.
  • Develop and manage 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 focused service providers to explore new markets for managed services and go-to-market strategies based on Palo Alto Networks' capabilities.
  • Understand the strategic competitive landscape and client needs to effectively position Palo Alto Networks.
  • Employ a systematic approach to demand generation, developing and expanding your territory.
  • Stay informed on industry developments and trends, and their implications for Palo Alto Networks' products and services.
  • Travel as required within your territory and to company-wide meetings.

Required Qualifications

Your Background

  • To succeed in this role, you should possess a minimum of 5 years of experience in B2B sales targeting 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 advantageous.
  • Your history should reflect success in selling complex solutions, value-based selling, and/or utilizing consultative sales methodologies.
  • Your technical proficiency will enable you to understand how our technology products and solutions effectively address business challenges.
  • You have a talent for problem-solving, using data to identify root causes and offering 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 entire 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 position you for success.
  • You are comfortable working independently and directing your efforts with a high degree of self-motivation.
  • Familiarity with cybersecurity solutions is highly desired, but not mandatory.

Additional Insights

The Team

Our sales team collaborates closely with large organizations globally to protect their digital environments. We educate, inspire, and empower our potential clients in 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 collective success. Everyone at Palo Alto Networks is dedicated to your success – with a collaborative spirit to assist in solutions selling, learning, and development. As part of our sales team, you will thrive in a solutions-focused sales environment and find fulfillment in working with clients to address complex cyber threats.

Our Commitment

We are pioneers who dream big, take risks, and challenge the conventional wisdom of cybersecurity. It is clear: we cannot fulfill our mission without diverse teams innovating together.

We are dedicated 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.