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Palo Alto Networks Logo Palo Alto Networks · Sales

Major Account Manager - Defence Industry

Germany, Stuttgart · Job Posted December 25, 2025
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Job Description

The Major Account Manager 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. 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. You'll be responsible for meeting and exceeding your quota by crafting and implementing strategic territory plans targeting deployments of the Palo Alto Networks Next Generation Security Platform.

Job Responsibility

  • Drive and orchestrate complex sales cycles and work with our internal partners and teams to best serve the customer
  • Identify business challenges and create solutions for prospects and our customers using consultative selling
  • Understand the competitive landscape and customer needs to 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
  • Travel as necessary within your territory, and to company–wide meetings

Requirements

  • 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, ideally to defence industry accounts in the Germany
  • Technical aptitude for understanding how technology products and solutions solve business problems
  • Identifies problems, reviews data, determines the root causes, and provides scalable solutions
  • Cultivate relationships with our channel partners to bring a channel-centric go-to-market approach to 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
  • English and German language proficiency – strong communication and presentation skills, written and spoken

What we offer

  • FLEXBenefits wellbeing spending account with over 1,000 eligible items selected by employees
  • Mental and financial health resources
  • Personalized learning opportunities
  • Strong career growth
  • Collaboration with top talent
  • Mission-driven environment
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