Global Account Manager - Prisma Cloud

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.

FLEXWORK is an employee-centric reimagining of how we work. We built FLEXWORK based on employee feedback – it is about flexibility, trust, and choice whenever possible. It’s been a journey of disruption that has yielded the best of our values. We offer as much flexibility as possible, and choices that enable you to be most productive, including benefits that meet your needs and learning opportunities that you feel passionate about.

Job Description

Your Career

You will join the exciting and high growth Prisma Cloud business unit positioning the industry’s most comprehensive cloud native security platform, including CSPM (Cloud Security Posture Management), CWP (Cloud Workload Protection) and Cloud Identity etc.

Prisma Cloud is 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, you will be responsible for managing a set of global & strategic accounts and driving the sales for our Prisma Cloud security solutions. 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 with its Cloud Provider partnerships including, but not limited to, Amazon Web Services (AWS), Microsoft Azure, and Google Cloud Platform (GCP), Accenture and IBM.

We expect office-based employees to be in the office four days per week, with one day working from where they choose. We believe being together facilitates casual conversations and those magic moments where we can work on issues and ideas informally. These moments build capability and deepen trusted relationships and allow our people to feel safe in taking risks and being disruptive. Like so many companies, we are working through the details and things could change …. but in general if a role is deemed office-based we want our teams to be together four days per week.

 Your Impact

• Win new logos, renew existing customer and expand business within your territory
• Achieve ACV sales quotas on a monthly and quarterly basis
• Expand a set of defined global accounts
• Generate and maintain a 4 rolling quarter pipeline
• Present regular/accurate forecasting for review
• Achieve ACV sales quotas on a monthly and quarterly basis
• Track and report on all opportunities, pipeline, and bookings to provide forecast reports to region management
• Engage with the local Cloud Service Provider (AWS, Azure, and Google) sales programs and joint activities
• Develop, share and implement standard methodologies and account strategies to increase our sales penetration of Cloud Security into our top accounts
• Engage with customers to identify and progress opportunities whilst delivering subject matter expertise on Cloud & Cloud Native Security solutions
• Qualify and progress leads and opportunities through the sales cycle to closure
• Establish and maintain effective relationships with channel partners
• Keep up to date knowledge of Cloud Computing, DevOps & Cloud Native 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 Cloud & Cloud Native 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 Cloud organization
• Help build and project Palo Alto Networks position as the number one enterprise cloud security company

Qualifications

Your Experience 

• 5+ years' experience exceeding sales quota within large enterprises, preferably with global accounts (DAX 40 companies)
• Experience of working for a multinational IT vendor
• Prior experience of selling cloud or security solutions is an advantage
• Sales excellence - ability to demonstrate account planning, strategy, qualificatio