דרושים Strategic Account Manager - Automotive ב-Palo Alto ב-Germany, Munich

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

Your Impact

As a Principal Business Development Manager for Unit 42, you'll be the strategic spearhead responsible for significantly expanding our consulting services across your assigned territory. Your primary mission is to drive substantial revenue growth and deepen market penetration by:

• Pioneering New Business & Strategic Growth: Proactively identify, generate, and qualify new opportunities, developing and executing comprehensive account and regional strategies in collaboration with leadership to exceed bookings goals for Unit 42. You'll act as the crucial "first person on the ground," building new pipelines and expanding existing customer relationships
• Empowering Core Sales Teams: Serve as a trusted expert and strategic partner to Palo Alto Networks Core sales organizations and channels. You'll lead high-level Unit 42-specific conversations, assist in identifying potential customers, and provide deep cybersecurity and services expertise to accelerate services adoption throughout the sales cycle
• Negotiating & Closing Complex Engagements: Scope, negotiate, and close sophisticated enterprise contracts, consistently exceeding all bookings and revenue targets for Unit 42 consulting services
• Building Executive Relationships & Market Presence: Establish and cultivate strong relationships with C-level executives and senior decision-makers (CISO, CSO, CIO), educating them on the compelling business value of Unit 42's offerings. Your efforts will directly contribute to increasing Unit 42's market share and strengthening our brand identity as the elite security advisory team
• Cross-Functional & Partner Collaboration: Collaborate seamlessly with internal stakeholders (Field Sales, Marketing, Sales Operations, etc.) and leverage strategic regional partners to maximize growth, expand reach, and ensure flawless execution
• Strategic Forecasting & Reporting: Maintain precise account intelligence and provide accurate forecasts of business opportunities in SFDC to inform strategic decisions for sales and executive leadership

Your Experience

We are seeking a highly accomplished and results-oriented professional with:

• Strategic Sales Leadership: 10+ years of extensive and progressive experience in Business Development and Sales leadership roles within the cybersecurity industry, demonstrating the ability to shape and execute go-to-market strategies
• Exceptional Quota Attainment: A consistent and demonstrable track record of significantly exceeding multi-million dollar sales quotas as a Major/Large Account Manager, Regional Sales Manager, or Enterprise Seller, with a strong focus on F1000 accounts within high-growth, dynamic environments
• Deep Cybersecurity Domain Mastery: At least 10 years of experience selling complex Security solutions or services, including a profound understanding and proven success in:
• Offensive Security Services
• Incident Response Retainers
• Risk Management Services
• SOC Assessment Services
• Threat Intelligence Services
• Channel Ecosystem Acumen: A profound understanding of global channel partners and a proven ability to strategically leverage a channel-centric go-to-market approach to drive substantial growth in your assigned region
• Advanced Solution Sales Expertise: Mastery of MEDDIC (or similar rigorous sales methodologies) and Complex Solution Sales, with a demonstrated ability to architect and close intricate enterprise software and services solutions with large, sophisticated enterprises, consistently achieving 6-figure transactions and greater
• Industry & Executive Fluency: In-depth knowledge of how specific industries leverage security solutions. You possess the executive presence and communication skills to succinctly translate complex technical benefits into high-leleverage business outcomes, effectively articulating and presenting to both technical and C-suite stakeholders
• Entrepreneurial Drive & Agility: A demonstrated passion for the cybersecurity space, a proactive and entrepreneurial mindset towards scaling new, emerging technology offerings, and exceptional comfort thriving in a fast-paced, evolving environment
• Global Communication: Fluent in English, with additional regional language proficiency (e.g., Arabic, Spanish, French, German) a significant plus

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

This role can be based in the UK, the Netherlands, France or Germany

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

Your Career

This role will be EMEA focused and requires attention to detail and ability to multi task and respond to tight deadlines. It is expected that the role will have consistent interaction with sales, channels, finance, deals desk, order processing across the region, as well as with the Global HQ team.

Your Responsibilities

• Work with sales to create private offers for customers in CSP marketplace
• Manage sales processing and work with order support teams to ensure fulfillment of transactions
• Occasionally act as escalation point for private offer requests and issues
• Work with relevant teams to identify root causes and communicate appropriately to internal stakeholders
• Provide subject matter expertise and training to internal team members and partners
• Create and manage sales opportunities in CSP partner portals
• Facilitate introductory calls between sales on shared opportunities, account mapping and other sales engagements.
• Develop reports, dashboards, metrics to measure and understand effectiveness of sales & marketing campaigns, and enablement activities
• Provide and understand program and insights reporting as required to the sales and finance teams
• Support projects and initiatives aligned with functional and company objectives
  

Requirements:

• Attention to detail and excellent problem solving skills, with a demonstrated ability to self-motivate and follow-through on tasks
• Effective verbal/written communication and data presentation skills, including an ability to effectively communicate with both business and technical teams
• Highly organized, excellent multi-tasking skills, and efficient in ambiguous situations
• Business analysis and functional experience with quantitative, analytical and organizational skills preferred
• Be able to handle stressful situations and respond to tight deadlines
• Demonstrated ability to work in a virtual and matrix environment with an international team
• Proficiency in Microsoft Excel is required; other sales tools like Salesforce.com is preferred.
  

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

You will center your role on relationship management to achieve measurable results in increased revenue, market share, and depth within each partner sales team at the assigned Partner Accounts. Your success in this role will span the creation and execution of unique business plans with each potential partner. You’ll be measured primarily on the joint business executed with these strategic partners at an international level, working at the heart of the VAR, GSI & MSSP account teams. You will be collaborating with a variety of internal stakeholders including Global / International Account Directors.

Your focus will be to drive enhanced alignment between the sales teams at PAN+Partners, as well as driving execution with excellence across account planning and pipeline management on all joint opportunities.

Your Impact

• Develop and execute business plans in collaboration with the Account Directors, driving all aspects of the partner relationship to maximize growth opportunities and ensuring the partner is well-positioned to deliver successful customer implementations and deployments
• Work well in a team environment to ensure partner and customer satisfaction
• Design a compelling value proposition that inspires this strategic partner to promote our solutions
• Develop/activate services based on our emerging and established technologies increasing revenue growth, and liaise closely with our product teams to innovate new solutions and GTM strategies to drive new ways to differentiate in the market and take market share (drive scale)
• Provide clear and consistent communication (internally and externally) across the region with 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

• Experience in Channel Management, or Business Development roles within the enterprise software ecosystem and/or network security industry
• Fluency in both English and Norwegian languages
• Understanding of the local Norwegian market
• Understanding of SP & GSI operating models is nice to have
• 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

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

As an Associate Account Manager (AAM), You will support our customers in securing their cloud and on-premise environments, as well as their global workforce. Driven by the desire to solve their most critical cybersecurity challenges, You’ll work closely with Account Managers to guide clients toward the right solutions for every stage of threat prevention, detection, and response.

Your Impact

• Collaborate with Account Managers on new customer acquisition and the expansion of existing Palo Alto Networks customers
• Own pipeline generation activities, including customer analysis, prospecting, cold calling, outreach via email and LinkedIn, as well as organizing and participating in events
• Follow up on pre-qualified leads with the sales team to ensure they are processed timely and lead to pipeline creation
• Document all activities and customer interactions
• Support complex sales cycles in coordination with external partners and internal teams to deliver optimal customer outcomes
• Develop a strong understanding of the full Palo Alto Networks solution portfolio and the competitive landscape to effectively position offerings to customers
• Identify client needs, provide guidance and information around our products and services with the goal of increasing customer satisfaction
• Monitor industry news and trends, assessing their impact on Palo Alto Networks products and services
• Build long-term relationships with clients, partners, and internal stakeholders
• Be a high-energy individual with a strong desire to achieve top results with a dependable, positive "can-do" attitude over the phone and in person
• Consistently meet or exceed metrics set by leaders and managers
• Travel as necessary within the assigned territory

Your Experience

• Previous work experience in sales or business development, ideally within Public Sector/Healthcare accounts
• Hands-on experience with multiple sales techniques (including cold calls)
• Basic knowledge of cloud or SaaS-based environments
• Ability to understand technical concepts, possess enthusiasm for technology and to articulate clearly to all levels of technical aptitude
• Ability to adapt quickly to a fast-paced environment
• Self-driven, proactive, with a hunter mentality
• Ability to deliver engaging presentations
• Excellent communication and negotiation skills in German and English (spoken and written)
• Willingness to travel

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

As the Director of Next Generation Security Revenue Acceleration, you'll be a key leader focused on driving growth and operational excellence. You will report to the Senior Vice President of Next Generation Security Revenue Acceleration and work closely with our global Strategy, Operations, Marketing, and Field Sales teams to implement and execute revenue-accelerating initiatives.

We are looking for a highly analytical and strategic individual with a strong background in security, cloud business models, and sales operations. You will be responsible for maintaining operational cadence, managing forecasting, and supporting business reviews. You will use data to drive insights, measure performance, and ensure our sales teams can execute with precision.

Your Impact

• Lead operational initiatives with a focus on revenue acceleration.

• Act as a strategic advisor to GTM leaders on key acceleration efforts and organizational decisions.

• Manage and execute projects and programs that support the overall revenue acceleration strategy.

• Drive the QBR cadence and implement best practices within the organization.

• Collaborate with Global Sales Leaders to support sales leads and drive revenue growth in key theaters.

• Help drive change across the organization, assisting with strategy development, operations, and execution to achieve business goals.

• Assist with strategic alignment with Field Marketing and Demand Generation teams to manage the top of the funnel.

• Support the success of team members through incentives and performance management.

• Manage regular reporting on team and individual performance.

• Contribute to the execution of the strategy and ensure delivery on key metrics like bookings and pipeline.

• Act as a collaborative leader who helps elevate the capabilities of the team around you.

Your Experience

• 10+ years of experience in enterprise technology strategy and sales operations.

• Proven business acumen and a strong understanding of tech business models and Go-to-Market strategies.

• Demonstrated ability to make data-driven decisions.

• Knowledge of cybersecurity (SOC technologies preferred) and SaaS business models.

• Aptitude for navigating and influencing in a matrixed organization.

• Experience with iterative processes (experimentation, testing, etc.).

• Passion for leadership and a strong work ethic; able to establish priorities and drive initiatives to completion.

• A collaborative team player with the drive to lead initiatives, build positive relationships, and work cross-functionally.

• Ability to work effectively under pressure with a heavy workload and time constraints.

• Experience using reporting and analytics applications; Salesforce preferred.

• Excellent communication skills, and a proven ability to influence and build relationships across various teams, including sales, marketing, and executives.

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 $212000/YR - $265000/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
• High level of German language skills, business fluent in English

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

• 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
• High level of German language skills and business fluency in English

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