Major Account Manager – FSI

Key Responsibilities

• Create and drive multimillion dollar, multi year pursuits with key strategic accounts in your assigned territory
• Manage major, strategic accounts, exceeding sales quotas and KPIs – Build and nurture relationships with key executive stakeholders
• Leverage your consultative selling experience to 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 – Demonstrate industry knowledge, articulating unique value to customers – Develop strategies aligning customer’s business goals with Palo Alto Networks’ value proposition
• Travel as necessary within your territory, and to company–wide meetings
• Take up an indirect leadership role responsible for orchestrating a diverse shared services team to optimize revenues and profitability
• Establish strong relationships with C–level executives and decision–makers – Identify mutually beneficial business opportunities with external partners
• Provide credible leadership across various business functions, fostering collaboration – Be accountable and trusted in customer and internal interactions
• Drive revenue–maximizing opportunities, utilizing Palo Alto Networks’ capabilities – Focus on high–value growth with a long–term perspective, executing innovative business models
• Implement processes to monitor customer satisfaction and loyalty – Enhance Total Customer Experience and deliver maximum value through continuous improvement
• Cultivate value–added partnerships, extending Palo Alto Networks’ reach and capabilities – Deliver incremental benefits to customers through strategic collaborations

Qualification & Requirements

• To excel in this role, you’ll bring 15 years of experience and knowledge in B2B SaaS sales, ideally within BFSI
• Proven track record of leading multi–year, multi–million dollar initiatives, from pre–sales to customer service handoff
• Successful history of direct selling, consulting, and service delivery in the technology industry, focusing on multi–year solutions
• Strong understanding of various business models and connecting them with how IT drives profitability
• Resilient and credible leadership abilities, indirectly leading across multiple functions and fostering collaboration and accountability
• Entrepreneurial mindset, identifying and pursuing substantial growth opportunities with a long–term view
• Excellent verbal and written communication skills to engage with executives and decision–makers
• Strong executive presence, building relationships with senior stakeholders and partners
• Experience and knowledge of SaaS–based architectures, ideally in a networking and/or security industry
• Demonstrated experience selling complex solutions, value selling, and/or consultative sales techniques
• Technical aptitude for understanding how technology products and solutions solve business problems
• 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

Benefits

Palo Alto Networks offers a comprehensive benefits package designed to support employee well-being and financial security. Key benefits include health insurance (medical, dental, vision), financial benefits (401k with matching, employee stock purchase plan), paid time off, and family-focused benefits like maternity/paternity leave and fertility assistance. They also provide perks like employee discounts, on-site amenities (fitness center, mother’s room), and flexible work arrangements.