Major Account Manager

Our Mission At Palo Alto Networks®, we’re united by a shared mission—to protect our digital way of life. We thrive at the intersection of innovation and impact, solving real-world problems with cutting-edge technology and bold thinking. Here, everyone has a voice, and every idea counts. If you’re ready to do the most meaningful work of your career alongside people who are just as passionate as you are, you’re in the right place. Who We Are In order to be the cybersecurity partner of choice, we must trailblaze the path and shape the future of our industry. This is something our employees work at each day and is defined by our values: Disruption, Collaboration, Execution, Integrity, and Inclusion. We weave AI into the fabric of everything we do and use it to augment the impact every individual can have. If you are passionate about solving real-world problems and ideating beside the best and the brightest, we invite you to join us! We believe collaboration thrives in person. That’s why most of our teams work from the office full time, with flexibility when it’s needed. This model supports real-time problem-solving, stronger relationships, and the kind of precision that drives great outcomes. Job Summary Major Account Manager 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. We have the vision of a world where each day is safer and more secure than the one before. These aren’t easy goals to accomplish – but we’re not here for easy. We’re here for better. 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. We’re changing the nature of work. Palo Alto Networks is evolving to meet the needs of our employees now and in the future through FLEXWORK, our approach to how we work. From benefits to learning, location to leadership, we’ve rethought and recreated every aspect of the employee experience at Palo Alto Networks. And because it FLEXes around each individual employee based on their individual choices, employees are empowered to push boundaries and help us all evolve, together. Your Career The Major Account Manager partners with our customers to secure their entire digital experience. You’re motivated by the desire to solve critical challenges facing our customer’s secure environment, so you’re prepared to connect them with a solution for every stage of threat prevention. This role is a significant driver of company revenue and growth. As an experienced and dynamic sales professional, you’re responsible for leading and driving sales engagements. Palo Alto Networks is leading the charge in platformization, offering best-in-breed solutions that enable customers to build a truly zero-trust security architecture and navigate critical transformations. To ensure our sales team is equipped to guide customers, we've developed FLIGHT, an immersive onboarding program. Flight blends virtual and in-person learning at our headquarters, where new sales hires will participate in dynamic cohorts, fully dedicated to their training without customer distractions. This focused approach ensures they emerge as well-prepared sales professionals, ready to help customers leverage our comprehensive portfolio. Your Impact - As a Major Account Manager, you will drive and orchestrate large complex sales cycles and work with our internal partners and teams to best serve the customer - Own a portfolio of complex accounts within large enterprises, focusing on longer-term transformation initiatives - Through consultative selling experience you will identify business challenges and create solutions for prospects and our customers - Lead highly complex, multi-threaded sales motions involving multiple C-suite executives, business unit leaders, and technical stakeholders across the organization - 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 & account plans - Develop and execute comprehensive account strategies that align Palo Alto Networks’ platform capabilities to the customer’s long-term business and security roadmap - Collaborate and partner closely with the sales specialist organisation to position the whole product suite of Palo Alto Networks solutions - 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 - Serve as the executive lead for the account, coordinating internal executive sponsorship, partners, and extended account teams - Travel as necessary within your territory, and to company-wide meetings Your Experienc

Proven track record in managing large enterprise accounts and leading complex, multi-threaded sales cycles. Experience with consultative selling, executive engagement (C-suite), and coordinating cross-functional teams. Ability to develop strategic account plans, forecast accurately, and position a broad portfolio of security solutions. Willingness to travel within territory and to company-wide meetings.

drive and orchestrate large complex sales cycles; own a portfolio of complex accounts within large enterprises; identify business challenges and create solution for prospects and customers through consultative selling; lead highly complex, multi-threaded sales motions involving multiple C-suite executives, business unit leaders, and technical stakeholders; understand competitive landscape and customer needs to position Palo Alto Networks solutions; create clear goals and accurate forecasting through detailed territory and account plans; develop and execute comprehensive account strategies aligning platform capabilities to customers' long-term business and security roadmap; collaborate with the sales specialist organisation to position the full product portfolio; leverage customer stories to craft a compelling value proposition; stay updated on industry trends and their impact on products and services; serve as the executive lead for the account, coordinating internal executive sponsorship, partners, and extended account teams; travel as necessary within territory and to company-wide meetings