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

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

Your Career

You will work firsthand with our valued customers to address their complex post-sales concerns where analysis of situations or data requires an in-depth evaluation of many factors. You’re a critical thinker in understanding the methods, techniques, and evaluation criteria for obtaining results. You’ll enjoy networking with key contacts outside your own area of expertise, with a strong capability of detailing difficult technical issues to both non-technical and technical professionals.

You will regularly participate in technical discussions with multi-functional teams, creating an environment of transparency that ultimately leads to better products, better working environments, and better cybersecurity. Your quick thinking and support to our clients provides the fast assistance they need to keep their environments secure – which means you’ll need to move quickly, thoughtfully, and provide technical assistance as needed (often, in high-pressure situations).

Your Impact

• Provide technical services around Cloud and Network Security technologies, troubleshooting and best practices observations to customers
• Manage support cases to ensure issues are recorded, tracked, resolved, and follow-ups are completed in a timely manner
• Provide fault isolation and root cause analysis for technical issues
• Publish Technical Support Bulletins and other technical documentation in the Knowledge Base
• Review of technical documentation for training materials, technical marketing collateral, manuals, troubleshooting guides, etc.
• Provide configurations, troubleshooting, and best practices to customers
• Work with our Engineering team and influence the operability of the product
• Able to effectively communicate to all levels and stakeholders – internally and externally on complex technical issues

Your Experience

• 4+ years in technical support roles, working directly with large global customers and partners in addition to internal teams (such as DevOps, Engineering, QA, Product managers), specifically with Cloud exposure and experience
• A customer-centric mindset is a mandated attitude for this position as a technical support engineer
• Existing knowledge of, and experience with public cloud platform (XaaS) features, capabilities, and best use scenarios
• Existing knowledge of, and experience with application developments or operations under the container / serverless environment on public clouds
• Ability to independently troubleshoot, reproduce issues and identify feasible workarounds in broad, complex, and unique environments with mixed applications and protocols required
• Excellent written and verbal communication skills
• Experience supporting Firewall or Network and Security devices is a plus
• Having rich knowledge in Network Security and Networking protocols is a plus

You’ll be involved in implementing new products, transitioning from old products to new, and will fix integrations and critical issues as they are raised – in fact, you’ll seek them out to ensure our clients are safely supported. We fix and identify technical problems, with a pointed focus of providing the best customer support in the industry.

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

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 $332400 - $457050/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

• Effectively work with NAM Sales to work on Enterprise, Sled and Federal deals
• Provide Sr. Leadership with financial models and evaluation of deal economics, commercial terms and conditionals and operational requirements to present risk/reward profile for opportunities
• Become expert on quoting tools, reviewing and enforcing revenue recognition compliance for all quoting
• Key resource reviewing and approving all non-standard pricing requests that reach the level of executive manager
• Review will include financial analysis for gross margin, revenue compliance, non standard terms requests on strategic deals including Enterprise Agreements
• Partner with field sales organization to drive large deal closure, including being one-touch resource for field sales; responsible for liaising with all organizations involved in the agreement process (finance, legal, order management, etc.) on behalf of sales - Personally services as a trusted advisor to field sales on deals
• Work with cross-functional stakeholders for decision support deal solutions
• Collaborate with impacted parties to generate acceptable documents to facilitate deal closure
• Ensure required approvals, such as discounts and contractual terms, are obtained and clearly documented
• Be a sales advocate and partner to internal organizations to understand contract requirements, structure, business terms and identification of potential risks and/or opportunities that can affect performance, growth and strategic positioning
• Responsible for adherence to and compliance with policy and procedures
• Evaluate current processes and offer recommendations for areas of improvement
• Ensure that all transactions adhere to internal revenue recognition policies and operational guidelines
• Excellent customer service, taking charge to meet deadlines by communicating with cross-functional partners through email, phone, meetings, or any other method to deliver on-time
• Understand GAAP Rules

Your Experience

• Bachelor's Degree in Finance, Business, Economic or related field OR 10 years of work experience required or equivalent military experience required
• 5+ years of relevant experiences around Deals Desk / Deals Management, or Sales Finance within the High-Tech industry preferred
• Demonstrated capability to build strong working relationships with internal business units
• Ability to work independently in fast paced environment
• Experience of data analysis, modeling and/or financial analysis
• Intermediate/advanced Salesforce.com and MS Excel skills are highly recommended
• Strong communication, organizational and problem-solving skills

You’re looking for a career with a more fulfilling mission. We have open positions to top talent seeking a challenge.

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 $120,000 - $140,000/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.

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 $332400 - $457050/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

• You will own revenue expansion within Palo Alto Networks’ largest clients
• You will drive and orchestrate 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 our customers
• Understand the competitive landscape and customer needs so you can effectivelyposition 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 $288,000/YR - 396,000/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.

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

Your Impact

• Establish yourself as a trusted advisor on Palo Alto Networks' SD-WAN products and capabilities, to prospects and customers, working with your Account Managers and the local partners within your territory

• Architect and propose validated solutions which address the identified SD-WAN and security problems in each individual environment

• Identify and document specific problems with prospective and current customers which can be solved through the deployment of integrated solutions

• Ensure ongoing customer happiness, support and adoption

• Pursue continuous self-improvement and learning to maintain technical leadership of applicable technologies (data center, SDN, public cloud, security, networking, etc.)

• Understand and effectively differentiate against our top competitors

• Act as the customer advocate for any issues that require technical assistance and follow-up with the customer through resolution

Your Experience

• 5+ years of relevant technical pre-sales experience (systems engineering, technical marketing engineering) within the networking field preferred

• Demonstrated technical capabilities in a combination of the following:

  • SD-WAN architectures/providers, LTE/5G

  • WAN technologies - MPLS, MetroE, Leased Lines, Broadband

  • Tunneling protocols - SSL/TLS, IPSec, GRE, DMVPN

  • IP Routing - BGP, OSPF, Static, Network Address Translation

  • Virtualization technologies - ESX, KVM, Xen, Microsoft preferred

  • Network security capabilities - IPS/IDS, Zone-Based Firewalls

• Ability to travel up to 50% as needed

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/com-missioned roles) is expected to be between $198000 - $273000/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

Curiosity is core to the Solutions Consultant role, and you see complex problems as opportunities to learn and deliver innovative solutions! You define your impact by:

• Meeting and exceeding sales quotas by building and implementing strategic, technical account plans that target cross-platform solutions
• Your ability to position, demonstrate and create high level designs across the entire PANW portfolio based on customer business needs
• Conducting discovery to understand and articulate the key technical, operational, and commercial imperatives of your prospects and customers
• Working closely with Professional Services, Customer Success and Specialist teams to ensure overall customer implementation and adoption of solutions
• Demonstrating strong communication skills and the ability to influence through effective presentations and customer-specific demos, technical engagements, and workshops
• Leading successful technical validation efforts based on best practices to ensure technical win in assigned opportunities
• Orchestrating supporting resources (Specialists, Channel Resources, Customer Support) to ensure a one-team approach that demonstrates a cohesive strategy
• Promoting end-to-end solutions that include PANW and/or partner professional services to ensure customers realize business value sooner
• Understanding the competitive landscape and effectively differentiating our leadership
• Continuously investing in yourself to develop technical and professional skills that drive your ever-increasing contributions to success of our customers while actively participating within the Solutions Consultant community and at industry events
• (OT) - Identifying technical stakeholders and cultivating relationships with key personas to build and drive a security architecture transformation roadmap

Your Experience

• Understanding of data networking and/or modern application design and cloud architectures
• Delivering cybersecurity solutions that solve technical challenges and influence new business initiatives
• Influencing and gaining buy-in from key stakeholders, either in a customer-facing or internal role - prior experience in a pre-sales role is ideal
• Creating and delivering technical presentations, workshops, or technical validation engagements
• 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
• Complex sales involving long sales processes with multiple buying centers and multi-product solutions are preferred
• 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 $198000 - $273000/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.