Major Account Manager

**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 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**

At Palo Alto Networks, we are committed to securing the digital world and empowering organizations with endless possibilities. As a Major Account Manager, 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). You will adopt an indirect leadership role across a number of shared services all focused on ensuring your and our success in your assigned territory, and optimizing market presence, revenues, and results for Palo Alto Networks.

**Your Impact**
- Create and drive multimillion dollar, multi year pursuits with key strategic accounts in your assigned territory
- Manage major, strategic accounts, exceeding sales quotas and KPIs - Build and nurture relationships with key executive stakeholders
- Leverage your consultative selling experience to identify business challenges and create solutions for prospects and our customers
- Understand the 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 territory plan
- Leverage prospect stories to create a compelling value proposition with insights into value for that specific account
- Stay updated on industry news and trends, and how they affect Palo Alto Networks products and services - Demonstrate industry knowledge, articulating unique value to customers - Develop strategies aligning 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 optimize revenues and profitability
- Establish strong relationships with C-level executives and decision-makers - 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-maximizing opportunities, utilizing Palo Alto Networks' capabilities - Focus on high-value growth with a long-term perspective, executing innovative business models
- Implement processes to monitor customer satisfaction and loyalty - 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

**Qualifications** Your Experience**
- To excel in this role, you'll bring 15 years of experience and knowledge in B2B SaaS sales, ideally within BFSI
- Proven track record of leading multi-year, multi-million dollar initiatives, from pre-sales to customer service handoff
- 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 de