Major Account Manager Defence
Remote
London, United Kingdom
Full Time
22-04-2025
Job Specifications
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!
At Palo Alto Networks, we believe in the power of collaboration and value in-person interactions. This is why our employees generally work full time from our office with flexibility offered where needed. This setup fosters casual conversations, problem-solving, and trusted relationships. Our goal is to create an environment where we all win with precision.
Job Description
Your Impact
As a Major Account Manager, you will create, drive and orchestrate large complex sales cycles and work with our internal partners and teams to best serve the customer and execute sales plans
Challenge the status quo and currents ways of operating - where Palo Alto Networks next generation security services can drive significant benefit operationally and from a business case to our defence customers
You will develop and execute sales strategies to drive growth in the UK Defence Industry Base that contribute to the overall growth of the business
Your consultative selling experience will identify business challenges and create solutions for customers, creating compelling value propositions with insights.
You will identify and pursue new business opportunities in the UK Defence Industry Base
Understand the competitive landscape and customer needs so you can effectively position the portfolio of Palo Alto Networks solutions
Build and maintain relationships with key C-exec level decision-makers in the UK Defence Industry Base
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
Qualifications
Your Experience
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
Demonstrate experience in disrupting or challenging the status quo - through new business and platform wins.
Technical aptitude for understanding how technology products and solutions solve business problems
Cultivate relationships with CXX level customers and Key Partners to drive impact.
Strong enterprise sales experience, proven track record of success, demonstrating in depth knowledge of the full sales cycle and the ability to follow a structured sales process (ideally 6+ years experience in sales roles).
Ability to take a holistic approach to problem solving by understanding the bigger picture, and considering complex interrelationships and outcomes
Strong understanding of the UK Defence Industry Base and Defence Sector as a whole, and its key players. Ability to build and execute against Joint Venture approaches within the Defence Industry Base
Additional Information
The Team
Our sales team members work hand-in-hand with large organizations around the world to keep their digital environments 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 fulfillment in working with clients to resolve incredibly complex cyberthreats.
Our Commitment
We’re problem solvers that take risks and challenge cybersecurity’s status quo. It’s simple: we can’t accomplish our mission without diverse teams innovating, together.
We are committed to providing reasonable accommodations for all qualified individuals with a disability. If you require assistance or accommodation due to a disability or special need, please contact us at accommodations@paloaltonetworks.com.
Palo Alto Networks is an equal opportunity employer. We celebrate diversity in our workplace, and all qualified applicants will receive consideration for employment without regard to age, ancestry, color, family or medical care leave, gender identity or expression, genetic information, marital status, medical condition, national origin, physical or mental disability, political affiliation, protected veteran status, race, religion, sex (including pregnancy), sexual orientation, or other legally protected characteristics.
All your information will be kept confidential according to EEO guidelines.
About the Company
Palo Alto Networks, the global cybersecurity leader, is shaping the cloud-centric future with technology that is transforming the way people and organizations operate. Our mission is to be the cybersecurity partner of choice, protecting our digital way of life. We help address the world's greatest security challenges with continuous innovation that seizes the latest breakthroughs in artificial intelligence, analytics, automation, and orchestration. By delivering an integrated platform and empowering a growing ecosystem of pa... Know more
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