ProfilBS technical degree or equivalent
10+ years of exceeding sales quota as a Major or Large Account Manager, Channel Account Manager, or Territory Account Manager for a multinational company
7-10 years IT sales experience as direct contributor
Deep understanding of channel partners and a channel centric go to market approach
Knowledgeable in Complex Solution Sales methodology
Have sold network infrastructure-based security appliances including but not limited to: Firewalls, SSL/IPSEC VPNs, Security Proxies and Caches
Practical knowledge of routing and switching products installed adjacent to the Palo Alto Networks appliances
In-depth knowledge of how specific industries might leverage security solutions
Mission
Working hand-in-hand with a Systems Engineer, you will be responsible for delivering new clients in our growing territories. You are the primary point-of-contact for major accounts and are accountable for delivering at above quota sales performance in your region. You a motivated by a hunger to solve critically difficult challenges that face our clients. You develop trusted relationships at a high, executive level, focusing on the strategic nature of the partnership. This means that you have a concrete understanding of our product suites, and are able to help identify areas that can be resolved by Palo Alto Networks solutions.
You will lead identifying and signing appropriate channel partners as well as training them on our solutions. Additionally, your credibility will guide your customers in their search to transition to a more secure online environment. You feel empowered by our product offerings
and love a technical challenge.
Your Impact
Develop and maintain detailed account profiles including organizational charts for all accounts to be reviewed by management on a quarterly basis
Facilitate communication on strategic and tactical issues facing our clients and partners
Maintain continuity and up-to-date knowledge of industry trends, technical developments, and governmental regulations that effect target markets
Develop market strategies and goals for each product and service; understand the strategies, goals, and objectives of accounts
Lead coordinating account strategy and tactics for sales support team (inside sales, systems engineering, sales management)
Take full responsibility for accurate sales forecasting by demonstrating in depth knowledge of sales cycles from initial contact through the procurement process
Extensive domestic travel and possible International travel as necessary
