דרושים Major Account Manager ב-Palo Alto ב-Italy, Milan

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

Your Impact

• Develop code for detecting sensitive information directly on the scanning engine
• Research data types - How they are defined, how people manage them and how to detect them
• Analyze performance of the data classification solution
• Develop data-driven reports and presentations
• Maintain up-to-date datasets in a rich cloud environment
• Provide data-driven recommendations to team members

Your Experience

• Minimum of 2 years of experience working as a data analyst or in a similar role
• Advanced proficiency in Python scripting
• Strong data analysis skills, with hands-on experience using tools (e.g. Pandas)
• Familiarity with regular expressions (Regex)
• Experience querying databases using a query language (e.g. SQL)
• Strong analytical skills and attention to detail

Advantages:

• Academic degree in a quantitative field (Industrial Engineering, Statistics, Math, CS or equivalent)
• Experience in big data research and analysis
• Experience with cloud service providers (AWS, GCP, Azure)
• Experience working with noSQL databases (e.g. MongoDB)
• Experience with LLMs, including designing effective prompts and utilizing agents for data tasks

We define the industry instead of waiting for directions. We need individuals who feel comfortable in ambiguity, excited by the prospect of a challenge, and empowered by the unknown risks facing our everyday lives that are only enabled by a secure digital environment.

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 partners relationship management to achieve measurable results in increased revenue, market share, and depth within each partner sales team. You’ll be working within all levels of key SOC partners and Cloud Security partner organizations.

You will be measured primarily on the joint business executed with each focus partner defined for your region. - you will be committed to developing partnerships based on the long term, “outcome where everybody wins” strategy.

Your Impact

• Develop and execute business plans driving all aspects of the partner relationship to maximize growth opportunities
• Ensure the partner is well-positioned to deliver successful customer implementations across the full Cortex platform (XDR, XSIAM, XSOAR, Cloud)
• Work well in a team environment to ensure partner and customer satisfaction
• Design a compelling value proposition that inspires partners to promote our solutions
• Support partners in developing Managed 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

• Experience in Channel/GSI/MSSP Business Management, Channel Management, or Business Development roles within the enterprise software ecosystem and/or network security industry
• Experience selling SIEM, EDR and / or CNAPP (DevSecOps, CloudOps) solutions is required.
• A hunter mentality, ideally with a combination of channel and end user sales experience
• Consistent track record of leading complex sales situations through negotiation and conflict resolution
• Prior experience building relationships with MSSP's, SI/GSI or Service Providers with proven ability to work with key executives
• Demonstrate strong initiative and ability to think creatively with excellent presentation, written, and overall communication skills
• Proven ability to recognize, analyze, and take action on go to market approaches, marketing programs, joint value propositions, and business cases around strategic partnerships
• Cross-functional influence, relationship building, and project management skills toward a broad constituency ranging from customers, channel partners, sales, marketing, and technical management
• Strong business acumen and negotiation abilities
• Great team player with strong drive - Willing to take a leadership role in driving initiatives, working across organizations, and structuring approaches to new opportunities
• Familiarity with a broad range of application and infrastructure software is desirable

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 partners relationship management to achieve measurable results in increased revenue, market share, and depth within each partner sales team. Your success in this role will span the creation and execution of unique business plans with each potential. You’ll be measured primarily on the joint business executed with each focus partner defined for your region. You’ll be working within all levels of key Cortex partner organizations and possess a commitment that focuses on developing partnerships based on the long term, “outcome where everybody wins” strategy.

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
• Work well in a team environment to ensure partner and customer satisfaction
• Design a compelling value proposition that inspires partners to promote our solutions
• Support partners in developing Managed 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

• Experience in Channel/GSI/MSSP Business Management, Channel Management, or Business Development roles within the enterprise software ecosystem and/or network security industry
• Significant experience selling XDR (MDR), XSIAM (SIEM) or other endpoint security offerings
• 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 Additional Information
• Prior experience building relationships with MSSP's, SI/GSI or Service Providers with proven ability to work with key executives
• A hunter mentality, ideally with a combination of channel and end user sales experience
• Solid experience in driving sales consultative selling or business development
• Proven ability to recognize, analyze, and take action on go to market approaches, marketing programs, joint value propositions, and business cases around strategic partnerships
• Cross-functional influence, relationship building, and project management skills toward a broad constituency ranging from customers, channel partners, sales, marketing, and technical management
• Strong business acumen and negotiation abilities
• Great team player with strong drive - Willing to take a leadership role in driving initiatives, working across organizations, and structuring approaches to new opportunities
• Familiarity with a broad range of application and infrastructure software is desirable
• Regular travel will be required post lockdown, including some international trips

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 we continue to grow as an organization, we are hiring a Public Sector accounts sales professionals to run and drive sales engagements and develop Public Sector accounts in Indonesia. You will be expected to exceed sales quota by creating and implementing strategic account plans targeting public sector 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.

Your Impact

• Acquire, lead, and develop major Public Sector accounts in Indonesia
• Strong account management skills to identify cross–selling and up–selling opportunities within targeted accounts
• Conduct effective presentations to C-level sales planning, leading to accurate forecasting of the business
• Establish relationships with and sell through channel partners
• Demonstrate knowledge of cybersecurity industry, products, and competitor offerings
• Rolodex of mid to senior level connects in the named accounts

Your Experience

• At least 10+ years of quota carrying sales experience, ideally in the Indonesia Public Sector space.
• Demonstrated experience selling complex solutions, value selling, and/or consultative sales techniques
• Technical aptitude for understanding how technology products and solutions solve business problems
• Ability to identify problems, reviews data, determines the root causes, and provides scalable solutions
• Strong ability to collaborate with partners and internal technical team to provide world class solutions to out customers.
• Self–motivated with strong experience selling into the public sector space
• Excellent time management skills, and work with high levels of autonomy and self-direction

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

• 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 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

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 Commercial Account Executive SMB, you will drive and orchestrate complex sales cycles and work with our internal partners and teams to best serve the customer
• Bring your experience and consultative selling skills to initiate long-standing relationships with prospective customers and executive sponsors
• Your focus will be to create and implement strategic account plans focused on SMB Accounts
• Understanding of the strategic competitive landscape and customer needs so you can effectively position Palo Alto Networks
• Engage a programmatic approach to demand to generate, develop, and expand your territory
• 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 meeting

Your Experience

• Experience and knowledge of SaaS-based architectures, ideally in a networking and/or security context; awareness of SASE technology is preferred
• 5-7 years experience on developing and managing SMB Accounts
• Experience cultivating mutually beneficial relationships with our channel partners to bring channel-centric go-to-market approach for our customers
• Have and able to lead all aspects of the sales cycle with the ability to uncover, qualifying, developing, and closing new, white-space territories and accounts
• Possess a successful track record selling complex-solutions
• Excellent time management skills, and work with high levels of autonomy and self-direction
• Highly competitive, ramp quickly, extremely adaptive, and pride yourself on exceeding production goals
• Active security clearance

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

• Join the fastest-growing team where experience meets cutting-edge solutions

• Build and cultivate strong customer relationships, driving business growth within the region.

• Partner with the core sales team to align customer strategies and engagements with Cortex and Cloud business objectives.

• Take full ownership of leading strategic sales campaigns and forecasting, utilizing in-depth knowledge of sales cycles from initial contact through procurement.

• Engage in deep technical discussions beyond standard sales presentations and pitches while translating complex technical cybersecurity solutions into clear business value propositions for customers.

• Collaborate closely with cross-functional teams, including sales engineers, to provide tailored customer-centric solutions.

• Partner with Alliances to develop joint strategies, enhance customer engagement, and deliver innovative solutions for existing and prospective clients.

• Travel domestically as needed to meet with customers and attend key business events.

Your Experience

• 5+ years of field sales experience focusing on key customer accounts and delivering value to major accounts in the cybersecurity industry.

• Extensive platform selling experience in complex sales with multiple buying centers.

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

• Established trusted relationships with CIOs and CISOs with the ability to influence and drive strategic conversations

• Expertise in applying complex solution sales methodologies to drive results.

• Experience working with channel partners and a deep understanding of a channel-centric go-to-market strategy.

• Demonstrated ability to thrive in a fast-paced, high-growth startup environment while collaborating effectively with sales engineers and cross-functional teams.

• Experience operating in a continuous adoption, expansion, and upsell sales motion within a matrixed sales organization is preferred

• Willingness to travel domestically as necessary to meet business needs.

• Fluent English & Italian

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