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. 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 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.

Palo Alto Networks is leading the charge in platformization, offering best‑in‑breed solutions that enable customers to build a truly zero‑trust security architecture and navigate critical transformations. 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 at our headquarters. New sales hires will participate in dynamic cohorts, fully dedicated to their training without customer distractions, ensuring they emerge as well‑prepared sales professionals ready to help customers leverage our comprehensive portfolio.

• Drive and orchestrate large complex sales cycles and work with our internal partners and teams to best serve the customer.
• Use consultative selling to identify business challenges and create solutions for prospects and our customers.
• Understand the competitive landscape and customer needs to position the portfolio of Palo Alto Networks solutions effectively.
• Create clear goals and complete accurate forecasting by 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.

• 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.
• Technical aptitude for understanding how technology products and solutions solve business problems.
• Ability to identify problems, review data, determine root causes, and provide scalable solutions.
• Cultivate relationships with channel partners to bring a channel‑centric go‑to‑market approach for customers.
• Demonstrates in‑depth knowledge of the full sales cycle and the ability to follow a structured sales process.
• Approach problem solving holistically, understanding the bigger picture and considering complex interrelationships and outcomes.
• Excellent time‑management skills, working independently with high levels of autonomy and self‑direction.

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 have access to unmatched systems and tools, constantly updated research and sales libraries, and a collaborative culture focused on joint success. You won’t find someone at Palo Alto Networks that isn’t committed to your success – everyone pitches in to assist with solutions selling, learning, and development.

Motivated by a solutions‑focused sales environment, you find fulfillment in working with clients to resolve complex…