Major Account Manager; Defence

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.

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!

This role is remote, but distance is no barrier to impact. Our hybrid teams collaborate across geographies to solve big problems, stay close to our customers, and grow together. You will be part of a culture that values trust, accountability, and shared success where your work truly matters.

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.

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.

• 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

• Experience and knowledge of SaaS‑based architectures, ideally in a networking and/or security industry
• Extensive experience selling into top accounts in Abu Dhabi.
• Demonstrated experience selling complex solutions, value selling, and/or consultative sales techniques
• Proven success managing a limited number of complex accounts with long,…