Strategic Account Manager jobs at Palo Alto in United States, Chicago

Being the cybersecurity partner of choice, protecting our digital way of life.

Your Career

We are looking for a proven first-line sales leader with great energy, leadership, and initiative to drive team performance and revenue growth for our sales team. This role will entail:

• Deeply understanding your customers’ needs by doing the research to develop insight into their priorities

• Bring support to your team by participating in and leading prospect meetings

• Deep dive into weekly territory pipeline and forecasting activities to coach direct reports on strategies to drive closure

• Actively engage in territory planning and development, relationship development and opportunity to drive revenue by supporting and assisting your team in closing opportunities

• Lead a high-performance sales culture that delivers results in bookings, sales development, and forecast accuracy while simultaneously mentoring and developing your team

• In-depth technical knowledge of our portfolio with the ability to take a holistic approach to help solve our customers' problems

• Drive and oversee team selling opportunities

• Holds team and self accountable to achieve challenging goals while maintaining a forward-thinking approach when faced with setbacks

• Ability to communicate with leaders at all levels, including C-suite and establishes open and trusting relationships

• Successfully influences others through change management

• Development of a winning team, including recruiting, hiring and training while upholding our core values.

Qualifications

• Experience and knowledge of SaaS-based architectures, ideally in a networking and/or security industry

• Experience with channel and partner sales models

• Proven leader with the ability to create high performing teams in a rapidly growing sales environment.

• Year over year track record of successful sales pipeline management and results

• Highly driven individual with an execution focus and a strong sense of urgency with an entrepreneurial mindset.

• Track record of consistently delivering revenue numbers and goals while maintaining a focus on team development and growth.

• Capable of successfully managing significant client escalations and issues

• Excellent at influencing others, both externally and internally; ability to communicate effectively and build consensus across various functional groups to achieve goals.

• You're a leader and you know that to get the best results, you also have to be a great team player, building excellent rapport and collaboration with cross-functional teams.

Compensation Disclosure

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 $401,000 - $468,500/YR. The offered compensation may also include restricted stock units and a bonus. A description of our employee benefits may be found .

All your information will be kept confidential according to EEO guidelines.

This role may require travel to and from Palo Alto Networks, Inc. business meetings and events and requires reliable transportation to do so. If a hire chooses to drive in connection with company business, the hire for this role must maintain a valid driver’s license.

Being the cybersecurity partner of choice, protecting our digital way of life.

Your Impact

• ● Exciting opportunity to be a leader on the fastest growing team where experience meets cutting-edge solutions.

  ● Lead, coach, and develop a team of high-performing sales specialists to achieve and exceed revenue targets.

  ● Cultivate a culture of accountability, innovation, continuous learning and a customer-centric approach within the sales team.

  ● Drive strategic sales initiatives, ensuring alignment with business objectives and market opportunities.

  ● Engage in executive-level discussions with CIOs and CISOs, translating complex cybersecurity solutions into clear business value propositions.

  ● Collaborate with internal stakeholders, including sales engineers, marketing, and alliances, to support deal execution and customer success.

  ● Develop and implement data-driven sales strategies, leveraging forecasting and pipeline management tools to optimize team performance.

Your Experience

● 10+ years of field sales experience in cybersecurity, with at least 3 years in a leadership role.

● Proven ability to lead and develop high-performance sales teams in a high-growth environment with large quota/deals

● Strong understanding of complex solution sales methodologies, value selling and enterprise buying processes with operational discipline

● Experience selling SIEM, EDR, or CNAPP (DevSecOps, CloudOps) solutions is highly preferred.

● Established relationships with key security decision-makers (CIOs, CISOs) and the ability to drive strategic conversations.

● Expertise in channel and partner sales strategies, with a deep understanding of go-to-market models.

● Ability to thrive in a fast-paced, matrixed sales organization with a focus on continuous expansion and customer success

● “Whatever it takes” attitude and motivation to deliver above quota performance

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. The offered compensation may also include restricted stock units and a bonus. A description of our employee benefits may be found .

All your information will be kept confidential according to EEO guidelines.

This role may require travel to and from Palo Alto Networks, Inc. business meetings and events and requires reliable transportation to do so. If a hire chooses to drive in connection with company business, the hire for this role must maintain a valid driver’s license.

Being the cybersecurity partner of choice, protecting our digital way of life.

Your Impact

• Recruit and hire new Solutions Consultants into the territory, hiring the best talent in the industry
• Responsible for training, mentoring, and reviewing employees on your team, keeping them engaged and successful in their careers
• Support field Solutions Consultant team in complex evaluations, problem-solving and challenging customer environments
• Leads and coaches team on successful technical validation efforts based on best practices to ensure technical win in assigned opportunities
• Define, create and monitor individual development plans for your team
• Works closely with Professional Services, Customer Success and Specialist teams to ensure overall customer implementation and adoption of solutions
• Provide effective technical leadership in customer interactions to include sharing security trends and standard methodologies employed by other customers to actively be part of the selling process
• Drive Palo Alto Networks Platformization efforts within your accounts
• Work closely with the Domain Specialist Manager to ensure optimal use of resources and align the required resources to the projects you are handling
• Act as an escalation point to collaborate with pre-sales and post-sales teams for any issues that arise
• Build and maintain relationships with key customers to solidify reference accounts and to assist the account teams with defining plans to drive more business
• Present to customers as our expert in your area at all levels in the customer hierarchy from technician to CIO
• Discuss competitor products in the marketplace and positions ours as the best alternative
• Working with Product Management, Technical Marketing, and R&D to build requirements and product features for our large customers and provide feedback from customers
• 50-75% travel within the region
• Work with your sales counterpart (DSM) to develop a technical strategy that accelerates growth. Identify key verticals, markets, use cases, and solutions to focus on, and devise a comprehensive strategy and engagement model tailored to your region or district

Your Experience

• Experience as a pre-sales System Engineer Manager
• Experience as a Senior System Engineer/Specialist
• Industry knowledge of security product market trends and directional awareness of our roadmap and technology development efforts, knowledge of competitor offerings and products
• Knowledge of how to deliver comprehensive security solutions to Palo Alto Networks customer base
• Experience in selling, designing, implementing or managing one or more of the following solutions: Network Security, SASE, SaaS, CNAPP and/or SOC Transformation Technologies
• Partnering with Customer Support functions to ensure successful implementation and adoption of sold solutions
• Strong communication (written and verbal) and presentation skills
• Quota driven attitude focused on client's best solution by being a trusted advisor
• Proficient in English

Compensation Disclosure

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 + commission target (for sales/commissioned roles) is expected to be between $224000/YR - $308000/YR The offered compensation may also include restricted stock units and a bonus. A description of our employee benefits may be found .

All your information will be kept confidential according to EEO guidelines.

Being the cybersecurity partner of choice, protecting our digital way of life.

Your Impact

• As a Major Account Manager, you will drive and orchestrate large complex sales cycles and work with our internal partners and teams to best serve the customer
• Your consultative selling experience will 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

Your Experience

• Experience and knowledge of SaaS-based architectures, ideally in a networking and/or security industry - SASE technology is preferred
• 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 the root causes, and provides scalable solutions
• Cultivate relationships with our channel partners to bring channel-centric go-to-market approach for 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

Compensation Disclosure

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 $255000/YR - $351000/YR. The offered compensation may also include restricted stock units and a bonus. A description of our employee benefits may be found here.

All your information will be kept confidential according to EEO guidelines.

This role may require travel to and from Palo Alto Networks, Inc. business meetings and events and requires reliable transportation to do so. If a hire chooses to drive in connection with company business, the hire for this role must maintain a valid driver’s license.

Being the cybersecurity partner of choice, protecting our digital way of life.

Your Impact

• Recruit and hire new Domain Consultants into the team, hiring the best talent in the industry

• Work with your peers to develop a Domain Consultant training curriculum

• Mentor, train, and review Domain Consultants on your team, keeping them engaged and successful in their careers

• Develop relationships with the Solutions Consultant Managers and their teams to ensure full technology coverage in key opportunities

• Lead your team to innovate and iterate to drive high technical validation and PoC win rates for Cortex solutions, while reducing technical validation and PoC timelines

• Provide effective technical leadership in customer interactions to include sharing security operations trends and standard methodologies employed by other customers to actively be part of the selling process

• Provide Domain Consultant expertise and fill in for existing team members if there is a resource conflict or vacation coverage challenge

• Present to customers as our expert in your area at all levels in the customer hierarchy from technician to CIO

• Lead conversations focused on industry trends and emerging changes to the security landscape

• Discuss competitor offerings in the marketplace and positions ours as the best solution

• Support your team in documenting HLD (High Level Design) and key use cases to ensure proper implementation and value realization of Palo Alto Networks solutions

• Review and guide your team’s technical validation plans including POV (proof of value) test plans and customer readiness/requirements

• Build and maintain relationships with key customers to solidify reference accounts and to assist the account teams with defining plans to drive more business

• Act as an escalation point for pre-sales and collaborate with post-sales teams for issues that arise

• Work with product teams to build requirements and roadmap development plans for our Cortex customers

• Maintain an understanding of competitor selling strategies and technologies

• Up to 50% travel within assigned region

Your Experience

• Experience leading customer-facing pre-sales engineering or solutions architect teams

• 5+ years experience in sales engineering within SIEM, SOAR, SOC, and/or endpoint environments

• Industry knowledge of security operations market trends and awareness of our roadmap and technology development efforts

• Experience delivering comprehensive security solutions

• Strong communication (written and verbal) and presentation skills

• Experience in leading large teams, allocating resources, managing engagements and resource efficiency

• Proficient in English

Compensation Disclosure

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 $239000 - $278750YR. The offered compensation may also include restricted stock units and a bonus. A description of our employee benefits may be found .

All your information will be kept confidential according to EEO guidelines.

All your information will be kept confidential according to EEO guidelines.

Being the cybersecurity partner of choice, protecting our digital way of life.

Your Impact

• Develop and execute business plans driving all aspects of the partner relationship to maximize growth opportunities and ensuring the partner is well-positioned to deliver successful customer implementations and recommendations
• Extensive experience working with National Partners
• Establish executive level relationships between Palo Alto Networks and National Partners
• Knowledge of how the organization operates and the internal areas to work with to drive Palo Alto Networks specific programs to capture mindshare, build pipeline, and drive revenue
• Proven history of developing and executing strategic national partner-specific business plans and marketing campaigns
• Work well in a team environment to ensure partner and customer satisfaction
• Design a compelling value proposition that inspires partners to promote our solutions
• Create services based on our emerging and established technologies increasing revenue growth
• Provide clear and consistent communication across the region with your dedicated partners to build strong partnerships throughout your assignment
• Lead regular business performance and relationship reviews with senior management and various stakeholders
• Build and maintain the activity of performance reports and activity dashboards

Your Experience

• Bachelor’s Degree or equivalent, MBA a plus
• 5+ years experience in Global Systems Integrator Business Management, Channel Management, or Business Development roles within the enterprise software ecosystem, network security industry and/or Cloud industry
• Excellent instincts and shown ability to interface at a senior leadership to individual contributor level with ease
• Excellent executive communication and presentation skills
• Successful track record of exceeding performance objectives
• Understanding of channel operating models
• Knowledge of sales, marketing, and solution development
• Demonstrate strong initiative and ability to think creatively with excellent presentation, written, and overall communication skills
• Consistent track record of leading complex sales situations through negotiation and conflict resolution
• Capable of performing in a virtual team environment
• Negotiation and conflict resolution skills

Compensation Disclosure

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 $189000 - $275000/YR. The offered compensation may also include restricted stock units and a bonus. A description of our employee benefits may be found .

All your information will be kept confidential according to EEO guidelines.

This role may require travel to and from Palo Alto Networks, Inc. business meetings and events and requires reliable transportation to do so. If a hire chooses to drive in connection with company business, the hire for this role must maintain a valid driver’s license.

Being the cybersecurity partner of choice, protecting our digital way of life.

Key Activities

• Assess our largest partner’s current services offerings and guide them to deepen, widen and optimize their PANW services offerings across our portfolio

• Engage our direct sales teams, Partners, and CBM teams in identifying and positioning opportunities for partner services attach through regular SFDC opportunity report reviews

• Align core and partner sellers for PANW/Partner co-delivered opportunities to ensure successful customer deployment strategies

• Consult Palo Alto Networks APS and ASC program leadership to identify and recruit partners into the APS program and to drive Partner attendance in Lab Workshops and other PS hands on training programs

• Work with the ASC and MSSP teams in understanding our go to market strategy and driving our best practices into Focus partners developing support and managed offerings
  

Success Definition

• Partners are trained and capable to market, sell and deliver service offerings that ensure customers success and maximize the use of our solutions so they ultimately buy more and refer us to others

• Every sale of Palo Alto Networks is accompanied by the appropriate amount of services to ensure customer success and satisfaction

• Our partners go back to every customer they have sold to in the past, perform Health Checks / utilize AIOps and sell PS/remediation services that optimizes the use of our products

• Tracking and reporting on the amount of and quality of services that is being sold by our partners

• The person in this role will be supporting a large team of channel managers and engineers, must be a team player, able to work with direct sales teams and have experience working with channel partners. Proven experience enabling partners to launch and sell services to large enterprise companies with successful results working in a sales overlay role in a reseller or manufacturer is required.Domestic travel is required. It is desirable that the candidate has knowledge of security infrastructure and security operations with practical knowledge of infrastructure products and software that will be installed adjacent to the Palo Alto Networks solutions

Your Experience

• BS technical degree or equivalent

• 7+ years of sales experience and working within service consulting organizations

• 3 – 5 years of channel or partner experience in selling services and strong understanding of partner profitability

• Self-motivated and detail oriented

• Strong communication (written and verbal) and presentation skills, both internally and externally

• Superb organizational and prioritization skills

• 'Whatever it takes' attitude and motivation to deliver above quota performance

Preferred (but not required)

• Experience defining and building a manufacturer’s services or reseller services organization

• Experience working with Channel partners and understanding of a channel centric go to market approach.

Compensation Disclosure

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 $242,000 - $309,000/YR. The offered compensation may also include restricted stock units and a bonus. A description of our employee benefits may be found .

All your information will be kept confidential according to EEO guidelines.

This role may require travel to and from Palo Alto Networks, Inc. business meetings and events and requires reliable transportation to do so. If a hire chooses to drive in connection with company business, the hire for this role must maintain a valid driver’s license.