Named Account Manager - SLED

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.

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.

The Named Account Manager - SLED 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. This is a unique opportunity for a closer with a go-getter mentality to win business and market share by actively displacing competing technologies.

To ensure our sales team is equipped to guide customers, we've developed FLIGHT, an immersive onboarding program that blends virtual and in-person learning. 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.

• Drive and orchestrate complex sales cycles and work with internal partners to best serve the customer.
• Bring your experience and consultative selling skills to initiate long‑standing relationships with prospective customers and executive sponsors.
• Create and implement strategic account plans focused on attaining enterprise‑wide deployments.
• Understand the strategic competitive landscape and customer needs to effectively position Palo Alto Networks.
• Engage a programmatic approach to demand to generate, develop, and expand your territory.
• 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.

• Proven experience selling into the SLED market, with a strong focus on state level accounts, particularly state of Maryland.
• Experience and knowledge of SaaS‑based architectures, ideally in a networking and/or security context.
• Experience cultivating mutually beneficial relationships with channel partners to bring a channel‑centric go‑to‑market approach for our customers.
• Lead all aspects of the sales cycle with ability to uncover, qualify, develop, and close new, white‑space territories and accounts.
• Track record selling complex solutions.
• Excellent time‑management skills, working with high levels of autonomy and self‑direction.
• Highly competitive, ramp quickly, extremely adaptive, and pride yourself on exceeding production goals.

The compensation offered for this position will depend on qualifications, experience, and work location. For candidates who receive an offer at the posted level, the starting base salary (for non‑sales roles) or base salary + commission target (for sales/commissioned roles) is expected to be between $264,000 and $363,000/year. The offered compensation may also include restricted stock units and a bonus. A description of our employee benefits may be found here.

We’re problem solvers that take risks and challenge cybersecurity’s status quo. It’s simple:…