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Strategic Account Manager - job 1 of 6

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.

Who We Are

We take our mission of protecting the digital way of life seriously. We are relentless in protecting our customers and we believe that the unique ideas of every member of our team contributes to our collective success. Our values were crowdsourced by employees and are brought to life through each of us everyday - from disruptive innovation and collaboration, to execution. From showing up for each other with integrity to creating an environment where we all feel included.

As a member of our team, you will be shaping the future of cybersecurity. We work fast, value ongoing learning, and we respect each employee as a unique individual. Knowing we all have different needs, our development and personal wellbeing programs are designed to give you choice in how you are supported. This includes our FLEXBenefits wellbeing spending account with over 1,000 eligible items selected by employees, our mental and financial health resources, and our personalized learning opportunities - just to name a few!

Job Description

Your Career

The Strategic Account Manager partners with our customers to secure their entire digital experience. 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. You’re responsible for leading and driving new engagements within our largest revenue producing clients. 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. Our customers are looking to us to create critical transformations and our portfolio of solutions will help us do that.

Your Impact

  • You will own revenue expansion within Palo Alto Networks’ largest clients
  • You will drive and orchestrate complex sales cycles and work with our internal partners and teams to best serve the customer
  • Your consultative selling experience will identify business challenges and create solutions for our customers
  • Understand the competitive landscape and customer needs so you can effectively position the portfolio of Palo Alto Networks solutions
  • Create clear goals and complete accurate forecasting through developing a detailed territory plan
  • Leverage prospect stories to create a compelling value proposition with insights into value for that specific account
  • 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

Qualifications

Your Experience 

  • Experience and knowledge of SaaS-based architectures, ideally in a networking and/or security industry -  SASE technology is preferred
  • Demonstrated experience selling complex solutions, value selling, and/or consultative sales techniques
  • Technical aptitude for understanding how technology products and solutions solve business problems
  • Identifies problems, reviews data, determines the root causes, and provides scalable solutions
  • Cultivate relationships with our channel partners to bring channel-centric go-to-market approach for our customers
  • Demonstrates in depth knowledge of the full sales cycle and the ability to follow a structured sales process
  • Ability to take a holistic approach to problem solving by understanding the bigger picture, and considering complex interrelationships and outcomes
  • Excellent time management skills, and work with high levels of autonomy and self-direction

Additional Information

The Team

Our sales team members work hand-in-hand with large organizations around the world to keep their digital environments protected. We educate, inspire, and empower our potential clients in their journey to security.

As part of our sales team, you are empowered with unmatched systems and tools, constantly updated research and sales libraries, and a team built on joint success. You won't find someone at Palo Alto Networks that isn't committed to your success - with everyone pitching in to assist when it comes to solutions selling, learning, and development. As a member of our sales team, you are motivated by a solutions-focused sales environment and find fulfillment in working with clients to resolve incredibly complex cyberthreats. 

Compensation Disclosure

The compensation offered for this position will depend on qualifications, experience, and work location. For candidates who receive an offer at the posted level, the starting base salary (for non-sales roles) or base salary + commission target (for sales/commissioned roles) is expected to be between $255000 - $351000/YR. The offered compensation may also include restricted stock units and a bonus. A description of our employee benefits may be found here.

Our Commitment

We’re problem solvers that take risks and challenge cybersecurity’s status quo. It’s simple: we can’t accomplish our mission without diverse teams innovating, together.

We are committed to providing reasonable accommodations for all qualified individuals with a disability. If you require assistance or accommodation due to a disability or special need, please contact us at  [email protected].

Palo Alto Networks is an equal opportunity employer. We celebrate diversity in our workplace, and all qualified applicants will receive consideration for employment without regard to age, ancestry, color, family or medical care leave, gender identity or expression, genetic information, marital status, medical condition, national origin, physical or mental disability, political affiliation, protected veteran status, race, religion, sex (including pregnancy), sexual orientation, or other legally protected characteristics.

All your information will be kept confidential according to EEO guidelines.

Is role eligible for Immigration Sponsorship? No. Please note that we will not sponsor applicants for work visas for this position.

Motor-Vehicle Requirement: 
This role may require travel to and from Palo Alto Networks, Inc. business meetings and events and requires reliable transportation to do so.  If a hire chooses to drive in connection with company business, the hire for this role must maintain a valid driver’s license. 

Average salary estimate

$303000 / YEARLY (est.)
min
max
$255000K
$351000K

If an employer mentions a salary or salary range on their job, we display it as an "Employer Estimate". If a job has no salary data, Rise displays an estimate if available.

What You Should Know About Strategic Account Manager, Palo Alto Networks

Are you a proactive sales expert with a knack for building meaningful relationships? Join Palo Alto Networks as a Strategic Account Manager in Philadelphia, PA, and be at the forefront of transforming cybersecurity for our largest clients. In this dynamic role, you'll partner directly with customers to ensure their entire digital experience is secure. Your work won’t just revolve around numbers; it's about solving critical challenges and being a trusted advisor. You’ll take charge of complex sales cycles, connecting clients with tailored solutions and our cutting-edge SASE technology. Your consultative selling skills will allow you to identify client challenges and turn them into opportunities for success. Not only will you help expand revenue, but you will also have a significant impact on client transformations using our premium cybersecurity portfolio. As a valued member of our team, you will benefit from continuous learning and personal support programs designed to nurture your individual growth and well-being. At Palo Alto Networks, we believe in collaboration, integrity, and inclusivity, making each day an exciting opportunity to protect the digital world while achieving your professional goals. If you're ready to engage in a fulfilling journey, we are excited to welcome you onboard!

Frequently Asked Questions (FAQs) for Strategic Account Manager Role at Palo Alto Networks
What are the main responsibilities of a Strategic Account Manager at Palo Alto Networks?

As a Strategic Account Manager at Palo Alto Networks, you will own revenue expansion within our largest clients. Your main responsibilities will include driving complex sales cycles, leveraging your consultative sales experience to identify business challenges, and collaborating with internal teams to deliver tailored cybersecurity solutions that fit your customer's unique needs. You will also be accountable for accurate forecasting and developing detailed territory plans.

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What qualifications are needed to be a successful Strategic Account Manager at Palo Alto Networks?

To thrive as a Strategic Account Manager at Palo Alto Networks, you should have experience in selling complex SaaS-based solutions, preferably in the networking or security industry. A solid understanding of SASE technology, strong consultative sales techniques, and the ability to foster relationships with channel partners are essential. Moreover, excellent time management, problem-solving skills, and a strong grasp of the full sales cycle are also critical for success.

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How does the Strategic Account Manager role contribute to revenue growth at Palo Alto Networks?

The Strategic Account Manager role is crucial for driving revenue growth at Palo Alto Networks, as you will be responsible for engaging with our largest clients and identifying solutions that meet their evolving cybersecurity needs. Your expertise in navigating complex sales engagements allows you to forge strong relationships with customers, helping them to achieve critical transformations that align with their security objectives and, in turn, contribute to the company's overall success.

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What tools and resources will a Strategic Account Manager at Palo Alto Networks have access to?

As a Strategic Account Manager at Palo Alto Networks, you'll have access to unrivaled systems and tools designed to facilitate your success. This includes constantly updated research and sales libraries, expert training, and a collaborative team structure where everyone is committed to your growth. You'll also benefit from personal development programs, as we prioritize continuous learning to keep you ahead in the fast-paced cybersecurity landscape.

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What kind of support is available for Strategic Account Managers at Palo Alto Networks?

Palo Alto Networks provides excellent support for its Strategic Account Managers through a combination of ongoing training, mentoring, and personal well-being programs. You'll enjoy a supportive environment that respects unique individual needs, with resources for mental and financial health, alongside comprehensive FLEXBenefits tailored to help you thrive both personally and professionally.

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Common Interview Questions for Strategic Account Manager
Can you explain your experience with consultative selling in the cybersecurity space?

When answering this question, discuss specific examples where you've successfully identified a client's needs and tailored solutions that fit those needs. Highlight how your consultative approach led to successful outcomes for both the client and your previous employers, emphasizing your ability to listen, analyze, and deliver.

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How do you handle a complex sales cycle, and what strategies do you employ?

Explain your systematic approach to managing sales cycles by breaking down each phase. You can mention techniques such as maintaining regular communication with stakeholders, setting clear timelines, and utilizing feedback to refine solutions. Highlight how staying organized and adaptable plays a crucial role in successfully closing deals.

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What is your understanding of SASE technology and its relevance in today’s market?

Demonstrate your knowledge of SASE (Secure Access Service Edge) by explaining its components and how it integrates networking and security into a single cloud-based service. Discuss trends in cybersecurity and how SASE addresses modern challenges businesses face, positioning you as a knowledgeable professional in the field.

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How do you prioritize and manage your accounts effectively?

Provide insight into your account management strategies, mentioning tools such as CRM systems, prioritization matrices based on client potential, and regular goal-setting. Discuss how you track progress and adjust your approach based on client needs and market changes.

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What tactics do you use to build and maintain relationships with clients?

Share specific tactics you've utilized, such as regular touch-points, personalized outreach, and providing value through educational content. Highlight the importance of listening to clients’ feedback and adapting your communication style to enhance rapport and trust.

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Describe a time you faced a significant challenge in a sales engagement and how you overcame it.

Choose a challenge that showcases your problem-solving abilities, such as a prolonged negotiation period or a shift in client priorities. Outline how you maintained communication, reassessed the situation, and adapted your strategy, leading ultimately to a successful outcome.

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How do you stay updated on industry trends and changes in cybersecurity?

Discuss your proactive approach to continuous learning, which could include attending industry webinars, following relevant blogs and publications, and networking with peers. This demonstrates initiative and a commitment to staying informed, critical traits for a Strategic Account Manager.

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What role does collaboration play in your sales process?

Highlight examples of how teamwork has benefited your sales efforts, whether through internal partnerships with marketing or product teams or by bringing in technical experts to assist in complex product discussions. Emphasize how collaborative efforts enhance the customer experience.

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Explain your experience with forecasting and managing sales targets.

Describe your approach to sales forecasting, including using historical data for trend analysis and understanding market dynamics. Talk about how you set achievable targets and regularly review and adjust forecasts as necessary to ensure alignment with business objectives.

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What motivates you to succeed in a sales role like the one at Palo Alto Networks?

Reflect on your personal motivations, such as the challenge of solving complex problems, the excitement of client interactions, or the impact your work has on organizations' security postures. Relating your motivations to Palo Alto Networks' mission can further strengthen your response.

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

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Full-time, on-site
DATE POSTED
December 22, 2024

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