Major Account Manager, Defence

**Company Description** Our Mission**

At Palo Alto Networks® everything starts and ends with our mission:
Being the cybersecurity partner of choice, protecting our digital way of life.
Our vision is a world where each day is safer and more secure than the one before. We are a company built on the foundation of challenging and disrupting the way things are done, and we’re looking for innovators who are as committed to shaping the future of cybersecurity as we are.

**Who We Are**

We take our mission of protecting the digital way of life seriously. We are relentless in protecting our customers and we believe that the unique ideas of every member of our team contributes to our collective success. Our values were crowdsourced by employees and are brought to life through each of us everyday - from disruptive innovation and collaboration, to execution. From showing up for each other with integrity to creating an environment where we all feel included.

As a member of our team, you will be shaping the future of cybersecurity. We work fast, value ongoing learning, and we respect each employee as a unique individual. Knowing we all have different needs, our development and personal wellbeing programs are designed to give you choice in how you are supported. This includes our FLEXBenefits wellbeing spending account with over 1,000 eligible items selected by employees, our mental and financial health resources, and our personalized learning opportunities - just to name a few
**Job Description** Your Career**

As the Major Account Manager for the Australian Defence at Palo Alto Networks, you will hold a critical individual contributor role, responsible for driving sales growth and expanding our market presence in the specified region. You will take charge of managing top-tier major and strategic accounts, building strong relationships with key executives, and achieving sales quotas and Key Performance Indicators (KPIs). This role requires exceptional leadership, strategic vision, and a deep understanding of cybersecurity solutions within the Federal Government.

**Your Impact**
- Develop and execute Go-To-Market strategies within the Australian Defence, aligning with Palo Alto Networks' overall business objectives
- Engage in direct sales activities, managing major and strategic accounts while building strong relationships with key decision-makers
- Drive revenue growth by exceeding sales targets, identifying new business opportunities, and driving sales engagements to successful closure
- Demonstrate a deep understanding of the cybersecurity landscape within the specified region, leveraging this knowledge to articulate the unique value of Palo Alto Networks' solutions to customers
- Collaborate with cross-functional teams, including Marketing, Product, and Engineering, to deliver tailored solutions that address customer needs effectively
- Act as a trusted advisor to customers, providing cybersecurity expertise and strategic guidance to support their business objectives
- Leverage your entrepreneurial mindset to identify and pursue growth opportunities, establish partnerships, and drive long-term success

**Qualifications** Your Experience**
- Bachelor's degree or equivalent practical experience or equivalent military experience required
- Minimum of 10 years of successful experience in technology-related sales or business development at a business-to-business (B2B) software company
- Proven track record as a top-performing individual contributor, consistently exceeding sales targets and achieving significant revenue growth
- Strong understanding of the Australian Defence, including key players, customer needs, and competitive landscape
- Experience selling cybersecurity solutions or related technologies to defence organisations, federal government agencies, and enterprises in the specified region
- Excellent communication, negotiation, and presentation skills, with the ability to engage and influence C-level executives and key stakeholders
- Demonstrated ability to develop and execute strategic sales plans, manage complex sales cycles, and close high-value deals independently
- Entrepreneurial mindset with a focus on continuous improvement and innovative approaches to sales

**Additional Information** The Team**

Our sales team members work hand-in-hand with large organisations around the world to keep their cloud workloads, network, and hybrid workforce protected. We educate, inspire, and empower our potential clients in their journey to security.

As part of our sales team, you are empowered with unmatched systems and tools, constantly updated research and sales libraries, and a team built on joint success. You won’t find someone at Palo Alto Networks that isn’t committed to your success - with everyone pitching in to assist when it comes to solutions selling, learning, and development. As a member of our sales team, you are motivated by a solutions-focused sales environment and find fulfilment in working with c