Named Account Manager

Palo Alto Networks   •  

New York, NY

8 - 10 years

Posted 182 days ago

This job is no longer available.

This is what you are expected to do … 

  • In close partnership with your Systems Engineer, leverage enterprise account selling strategies into a mix of install base and competitively held private companies in New York. AKA, sell product, solutions, and services and kill your quota. 
  • Overachieve on annual quota, measured quarterly.
  • Deliver a predictable book of business to drive forecast accuracy
  • Engage account planning process to map solutions to client initiatives.
  • Proposal generation articulating financial ROI/TCO value
  • Foster deep partnerships and leverage channel partners and technology partners, locally and nationally.
  • Leverage all cross-functional resources to achieve your quota: inside sales, channel systems engineering, field marketing, cybersecurity sales specialists, the services team, sales operations (including deal desk and the response team) and others.
  • Communicate value propositions to clients that speak intimately to their needs and requirements.
  • Prospect for new business with new and existing customers. You are responsible for both land and expand.
  • Develop and execute sales strategies and tactics that maximize Palo Alto Networks’ opportunity.
  • Work in a fast-paced, revenue-driven environment.

Are you a closer?

  •  You’re known for exceeding quota for 8+ years.
  • You understand how to win by leveraging Channel partners and are comfortable with a channel centric go to market approach.
  • You have a successful track record selling complex-solutions directly to enterprise customers.
  • Throughout your career, you’ve cultivated relationships with key executives and decision-makers. You know how to knit these together in pursuit of a successful cross-functional, enterprise-level sale.
  • Your work is a mix of strategic and proactive account activity, and you have a demonstrated ability of uncovering, qualifying, developing, and closing new, white-space accounts. You know that this is your job and you love it!
  • You’re a pro who keeps your pipeline accurate and your forecast updated for management.
  • You possess, at minimum, a fundamental understanding of securitythreats, solutions, security tools or network technologies. You are also a fast learner.
  • You’re persuasive, and have excellent negotiation and presentation skills. You can effectively communicate with both technology-oriented and senior business executives at the “C” level, and are comfortable articulating the technical and business value of the Palo Alto Networks plaftorm.
  • You’re a student of sales, and you know which methodology to employ in each situation (i.e. point-product selling, “Challenger” sale, etc).
  • You are able to travel as necessary to your assigned accounts, and to Company-wide meetings.
  • You have excellent time management skills, and work with high levels of autonomy and self-direction
  • You have a BS technical degree or equivalent experience.

Does this sound like you?

  • You’re highly competitive, ramp quickly, are extremely adaptive, and pride yourself on exceeding production goals.
  • You’re a hunter and love to sell.
  • You’re never in the office because you’re out selling.
  • You love the prospect of selling in new and untapped sales territories.
  • You’re comfortable with an extremely high-growth company and have a history of exceeding your quota through a company’s transformation.
  • You’re able to manage all aspects of the sales cycle.
  • You hold yourself accountable to your commitments: you know how to accurately predict your business, and quarter after quarter, you hit the number that you commit to.
  • As a self-starter, when you find a problem, you alert the team, and fix it…you don’t wait for the next task.
  • You like to stay abreast of industry news and trends, and how they affect Palo Alto Networks products and services. You’re also a student of evolving nature of sales. 
  • Oh and did we say you love to sell, selling is what gets you out of bed every morning?
  • You want to be part of something innovative, revolutionary, groundbreaking. You want to change the world.