Full-Time Major Account Manager - Defence

Your CareerThe Major Account Manager partners with our customers to secure their entire digital experience in the UK Defence Industry Base. You’re motivated by the desire to solve critical challenges facing our customer’s secure environment, so you’re prepared to connect them with a solution for every stage of threat prevention. This role is a significant driver of company revenue and growth. As an experienced and dynamic sales professional, you’re responsible for leading and driving sales engagements. We know the SASE opportunity is massive. Our solutions are best-in-breed and customers need a trusted cybersecurity partner who can create a truly zero trust based security architecture. Our customers are looking to us to create critical transformations and our portfolio of solutions will help us do that.

Your ImpactAs a Major Account Manager, you will create, drive and orchestrate large complex sales cycles and work with our internal partners and teams to best serve the customer and execute sales plans.Challenge the status quo and currents ways of operating - where Palo Alto Networks next generation security services can drive significant benefit operationally and from a business case to our defence customers. You will develop and execute sales strategies to drive growth in the UK Defence Industry Base that contribute to the overall growth of the business.Your consultative selling experience will identify business challenges and create solutions for customers, creating compelling value propositions with insights. You will identify and pursue new business opportunities in the UK Defence Industry Base.Understand the competitive landscape and customer needs so you can effectively position the portfolio of Palo Alto Networks solutions.Build and maintain relationships with key C-exec level decision-makers in the UK Defence Industry Base.Stay updated on industry news and trends, and how they affect Palo Alto Networks products and services.Travel as necessary within your territory, and to company-wide meetings.

Your ExperienceExperience 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.Demonstrate experience in disrupting or challenging the status quo - through new business and platform wins. Technical aptitude for understanding how technology products and solutions solve business problems.Cultivate relationships with CXX level customers and Key Partners to drive impact. Strong enterprise sales experience, proven track record of success, demonstrating in-depth knowledge of the full sales cycle and the ability to follow a structured sales process (ideally 6+ years experience in sales roles). Ability to take a holistic approach to problem solving by understanding the bigger picture, and considering complex interrelationships and outcomes.Strong understanding of the UK Defence Industry Base and Defence Sector as a whole, and its key players. Ability to build and execute against Joint Venture approaches within the Defence Industry Base.

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