Major Account Manager – Defense Industry

🔥 10 minutes ago

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Palo Alto Networks

WebsiteLinkedInAll Job Openings

10,000+ employees

🔒 Cybersecurity

🏢 Enterprise

💰 $1M Seed Round - Morta Security on 2013-02

Cybersecurity • Enterprise

Palo Alto Networks is a global cybersecurity company that provides AI-driven platforms, products, and services to protect networks, cloud workloads, endpoints, and applications. Its portfolio includes next-generation firewalls, SASE and Prisma Cloud (CNAPP) offerings, the Cortex security operations suite (XDR, XSOAR, XSIAM), and Unit 42 threat intelligence and incident response services. Palo Alto Networks helps enterprises secure AI deployments, automate SOC workflows, and prevent, detect, and respond to sophisticated threats across hybrid and multi-cloud environments.

📋 Description

• Drive and orchestrate large, complex sales cycles • Work with internal partners and teams to serve customers • Identify customer business challenges and create solutions for prospects and customers • Position Palo Alto Networks solutions based on the competitive landscape and customer needs • Develop territory plans, set clear goals, and complete accurate forecasting • Create account-specific value propositions using prospect stories and insights • Monitor industry news and trends affecting products and services • Travel as necessary within the territory and to company-wide meetings • Cultivate channel-partner relationships and support a channel-centric go-to-market approach • Educate, inspire, and empower potential clients throughout their security journey

🎯 Requirements

• Experience and knowledge of SaaS-based architectures, ideally in networking and/or security • Demonstrated experience selling complex solutions, value selling, and/or consultative sales techniques • Experience ideally selling to accounts within the German Defence industry • Technical aptitude for understanding how technology products and solutions solve business problems • Ability to identify problems, review data, determine root causes, and provide scalable solutions • Ability to cultivate relationships with channel partners • In-depth knowledge of the full sales cycle • Ability to follow a structured sales process • Holistic problem-solving ability, including understanding complex interrelationships and outcomes • Excellent time management skills • Ability to work autonomously and with self-direction • English and German language proficiency • Strong written and spoken communication and presentation skills • No immigration sponsorship is available; applicants must not require work-visa sponsorship for this position

🏖️ Benefits

• Immersive FLIGHT onboarding program with virtual and in-person learning at headquarters • Unmatched systems and tools • Constantly updated research and sales libraries • Learning and development support • Reasonable accommodations for qualified individuals with a disability or special need