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Major Account Manager

4 weeks ago

New Delhi, India Palo Alto Networks Full time
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
Job Description
Your Career
As we continue to grow as an organization, we are hiring premier Major accounts sales professionals to run and drive sales engagements into select key large Strategic Enterprise accounts in North India. You will be expected to exceed sales quota by creating and implementing strategic account plans targeting Enterprise wide deployments of the Palo Alto Networks Next Generation Security Platform. Partnering with a systems engineer, you will displace competing technologies and build market share within your targeted list of major accounts.
You are motivated by a hunger to solve critically difficult challenges that face our clients. You develop trusted relationships at a high executive level, focusing on the strategic nature of the partnership. This means that you have a concrete understanding of our product suites, and are able to help identify areas that can be resolved by our solutions. Your credibility will guide customers in their search to transition to a more secure online environment. You feel empowered by our product offerings - and love a technical challenge.
Your Impact
  • You will specifically be responsible for acquiring and managing key Strategic accounts across domains in North India region
  • Employing world-class account management skills to identify cross-selling and up-selling opportunities within the target accounts
  • Be a highly competent presenter, with a proven track record in selling to C level executives
  • Develop and maintain detailed account profiles including organisational charts for all accounts to be reviewed by management on a quarterly basis
  • Facilitate communication on strategic and tactical issues facing our clients and partners
  • Maintain continuity and up-to-date knowledge of industry trends, technical developments, and governmental regulations that affect target markets
  • Develop market strategies and goals for each product and service; understand the strategies, goals, and objectives of accounts
  • Lead coordinating account strategy and tactics for sales support team (inside sales, systems engineering, sales management)
  • Take full responsibility for accurate sales forecasting by demonstrating in-depth knowledge of sales cycles from initial contact through the procurement process
  • Extensive domestic travel and possible International travel as necessary
Qualifications
Your Experience
  • BS technical degree or equivalent experience or equivalent military experience required
  • 15+ years of above quota sales experience
  • Solid exposure and experience handling Key Strategic customers across domains in North India
  • Self-motivated
  • Strong communication (written and verbal) and presentation skills, both internally and externally
  • Enterprise sales experience with and actionable rolodex of decision makers
  • Superb organisational skills
  • Experience selling enterprise security stack across “network, endpoint, cloud” and SOC
  • Practical knowledge of network, cloud, endpoint and SOC fundamentals for positioning Palo Alto Networks solutions as business enablers
  • Experience working with channel partners and understanding of a channel centric go to market approach
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
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.
Covid-19 Vaccination Information for Palo Alto Networks Jobs
  • Vaccine requirements and disclosure obligations vary by country.
  • Unless applicable law requires otherwise, you must be vaccinated for COVID or qualify for a reasonable accommodation if:
    • The job requires accessing a company worksite
    • The job requires in-person customer contact and the customer has implemented such requirements
    • You choose to access a Palo Alto Networks worksite
  • If you have questions about the vaccine requirements of this particular position based on your location or job requirements, please inquire with the recruiter.