Strategic Account Manager

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.

Who We Are

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.

Job Summary

The Strategic 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. You’re responsible for leading and driving new engagements within our largest revenue producing clients. 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.

Your Impact

• Own revenue expansion within Palo Alto Networks’ largest clients.
• Drive and orchestrate complex sales cycles with internal partners.
• Identify business challenges and create solutions for customers using consultative selling.
• Position Palo Alto Networks solutions by understanding the competitive landscape and customer needs.
• Create clear goals and accurate forecasting through developing a detailed territory plan.
• Leverage prospect stories to create a compelling value proposition.
• Stay updated on industry news and trends affecting Palo Alto Networks products.
• Travel as necessary within your territory and to company-wide meetings.

Qualifications

Your Experience

• 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.
• Identifies problems, reviews data, determines root causes, and provides scalable solutions.
• Cultivate relationships with channel partners for a channel-centric go-to-market approach.
• In-depth knowledge of the full sales cycle and ability to follow a structured sales process.
• Ability to take a holistic approach to problem solving by understanding the bigger picture and complex interrelationships.
• Excellent time management skills, and work with high levels of autonomy and self-direction.

Key skills/competency

• Strategic Account Management
• SaaS Architecture
• Cybersecurity Sales
• Consultative Selling
• Value Selling
• Sales Cycle Management
• Territory Planning
• Forecasting
• Channel Partner Relationships
• B2B Sales