Account Manager, Enterprise Browser

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.

We have the vision of a world where each day is safer and more secure than the one before. These aren’t easy goals to accomplish – but we’re not here for easy. We’re here for better. 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

We’re changing the nature of work. Palo Alto Networks is evolving to meet the needs of our employees now and in the future through FLEXWORK, our approach to how we work. From benefits to learning, location to leadership, we’ve rethought and recreated every aspect of the employee experience at Palo Alto Networks.  And because it FLEXes around each individual employee based on their individual choices, employees are empowered to push boundaries and help us all evolve, together.

Job Description

Your Career

You will join an exciting and high growth business unit with Palo Alto Networks positioning the industry’s most comprehensive SASE security platform, with the industry’s broadest security and compliance coverage for applications used by your hybrid workforce, regardless of whether they are at home, on the go, or in the office.

In this role, you will be responsible for managing a territory focusing on Major, Strategic, and Enterprise Accounts. Working closely with Palo Alto business partners and driving sales for our Enterprise Browser security solution, into new and existing customers. It is expected that you deliver or exceed your sales targets in both new business and renewals for ACV and TCV bookings. The role expects you to define your territory, strategies and then lead local execution and in alignment to company strategies and tactics within the Prisma SASE organization. 

Your Impact

• Win new logos, renew existing customer and expand business within your territory

• Achieve ACV sales quotas on a monthly and quarterly basis

• Present regular/accurate forecasting for review

• Track and report on all opportunities, pipeline, and bookings to provide forecast reports to region management

• Establish relationships and engage with the local reseller and alliance partners on sales programs and joint activities

• Develop, share and implement standard methodologies and account strategies to increase our sales penetration of Enterprise Browser into our top accounts

• Engage with customers to identify and progress opportunities whilst delivering subject matter expertise on Enterprise Browser solutions

• Qualify and progress leads and opportunities through the sales cycle to closure

• Keep up-to-date knowledge of Enterprise Browser and other browser technologies as well as the competitive position of the company

• Conduct consistent training and communications for the sales and channel teams as well as joint engagement within the wider organization

• Contribute to the larger Palo Alto Network’s Prisma SASE strategy by providing regional specific intelligence and reporting

• Apply subject matter expertise in training, QBRs, enablement, and other engagement activities

• Gather “Voice of Customer” and competitive intelligence and share with theater and global Prisma SASE organization

• Help build and project Palo Alto Networks position as the number one enterprise SASE security company

Qualifications

Your Experience

• 7+ years' experience exceeding sales quota as a Major/Strategic or Large Account Manager, or Territory Account Manager for a multinational company

• Sales excellence - ability to demonstrate planning, strategy, qualification and execution

• Prior experience selling SAAS or Cybersecurity solutions

• Existing relationships within the region, including top accounts and reseller partners

• Excellent communication skills including strong verbal and written skills and proven presentation skills being able to articulate complex topics

• Experience with target account selling, solution selling, and consultative sales techniques

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