Major Account Manager - Defence Industry​/Rüstungsindustrie

We’re considering candidates based anywhere in Germany.

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.

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 customers’ 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. 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 large complex sales cycles and work with our internal partners and teams to best serve the customer.
• Leverage 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.

• 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, ideally to defence industry accounts in Germany.
• 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 a channel‑centric go‑to‑market approach to 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.
• English and German language…