Prisma Cloud Sales Specialist, Strategics, Charlotte, NC

Company Description

Our Mission

At Palo Alto Networks® everything starts and ends with our mission:

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

Our vision is a world where each day is safer and more secure than the one before. We are a company built on the foundation of challenging and disrupting the way things are done, and we’re looking for innovators who are as committed to shaping the future of cybersecurity as we are.

Our Approach to Work

We lead with flexibility and choice in all of our people programs. We have disrupted the traditional view that all employees have the same needs and wants. We offer personalization and offer our employees the opportunity to choose what works best for them as often as possible - from your wellbeing support to your growth and development, and beyond!

Job Description

Your Career

You will join an exciting and high growth business unit with Palo Alto Networks positioning the industry’s most comprehensive cloud native security platform, with the industry’s broadest security and compliance coverage for applications, data, and the entire cloud native technology stack throughout the development lifecycle and across hybrid and multi-cloud environments.

In this role, as a Strategic Account Manager you will focus on one of our largest and most strategic clients, your role will advise on technical cloud security strategy and ensure successful adoption of the technology.  You will work closely with this client, ensuring their cybersecurity needs are not just met, but exceeded. Your account management duties will be pivotal in achieving this.

Your Impact

• Client Relationship Management - Develop and maintain relationships with key stakeholders within our largest strategic account - Act as their primary point of contact and trusted advisor for all cloud security matters
• Account Strategy - Craft and execute a strategy, tailor-made for our largest strategic client 
• Account Growth - Drive growth within the account by identifying new opportunities for our cybersecurity solutions
• Sales Targets - Accountable for meeting or exceeding sales targets, encompassing both new business development and renewals, focusing on Annual Contract Value (ACV) and Total Contract Value (TCV)
• Forecasting - Provide accurate and timely sales forecasting offering insights and analysis to support decision-making
• Collaboration - Engage with the client's leadership team to ensure alignment and a shared vision for cybersecurity
• Account Penetration - Develop and implement sales strategies to drive cybersecurity adoption and revenue
• Customer Engagement - Continually engage with the client to identify opportunities, provide subject matter expertise on cybersecurity, and progress opportunities through the sales cycle
• Market and Competitive Intelligence - Stay updated on market trends, competitive landscape, and industry developments - Share intelligence and insights to help shape our strategic approach
• Training and Enablement - Conduct training and enablement sessions for the client, ensuring they are well-informed about our solutions and capabilities
• Account Reporting - Regularly report on account performance, providing detailed analysis and recommendations

Qualifications

Your Experience

• Extensive experience in strategic account management, with a track record of handling large, complex accounts
• Demonstrated success in exceeding sales quotas and delivering results in a client-focused 
• Sales excellence - ability to demonstrate planning, strategy, qualification and execution
• Deep understanding of Public Cloud and the uniqueness of public cloud architectures
• Prior experience selling SAAS or Cloud solutions
• Existing relationships within one or all Public Cloud Providers (AWS, Azure, Google) is preferred
• Understanding of DevOps, containers/kubernetes, CI/CD and the cloud native technology ecosystem role
• Ability to adapt to changing client needs and market dynamics

Additional Information

The Team

Palo Alto Networks has brought technology to the market that is reshaping the cybersecurity threat and protection landscape. Our ability to protect digital transactions is limited only by our ability to establish relationships with our potential customers and help them understand how our products can protect their environments. This is where our sales teams come in. Our sales team members work together with large organizations to keep their digital information safe. Our passionate sales teams educate, inspire, and empower our potential clients.

As part of our sales team, you are empowered with unmatched systems and tools,