Major Account Manager

• Drive and orchestrate large complex sales cycles and work with our internal partners and teams to best serve the customer
• 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
• Travel as necessary within your territory, and to company-wide meetings

• At least 8 years of demonstrated experience selling complex solutions, value selling, and/or consultative sales techniques
• Experience selling to Utilities, Manufacturing and other related critical industries is beneficial
• Experience and knowledge of SaaS-based architectures, ideally in a networking and/or security industry
• 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 channel-centric go-to-market approach for 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

Experience selling to Utilities, Manufacturing and other related critical industries