Regional Account Manager at Palo Alto Networks

Working hand-in-hand with a Systems Engineer, you will be responsible for delivering new clients in our growing territories. You are the primary point-of-contact for major accounts and are accountable for delivering at above quota sales performance in your region. You a motivated by a hunger to solve critically difficult challenges that face our clients. You develop trusted relationships at a high, executive level, focusing on the strategic nature of the partnership. This means that you have a concrete understanding of our product suites, and are able to help identify areas that can be resolved by Palo Alto Networks solutions.

You will lead to identifying and signing appropriate channel partners as well as training them on our solutions. Additionally, your credibility will guide your customers in their search to transition to a more secure online environment. You feel empowered by our product offerings - and love a technical challenge.

Your Impact

• Employing world-class account management skills to identify cross-selling and up-selling opportunities within the target accounts
• You will be a highly competent presenter, with a demonstrable track record in selling to C level executives
• Develop and maintain detailed account profiles including organizational charts for all accounts to be reviewed by management on a quarterly basis
• Facilitate communication on strategic and tactical issues facing our clients and partners
• Maintain continuity and up-to-date knowledge of industry trends, technical developments, and governmental regulations that affect target markets
• Develop market strategies and goals for each product and service; understand the strategies, goals, and objectives of accounts
• Lead coordinating account strategy and tactics for sales support team (inside sales, systems engineering, sales management)
• Take full responsibility for accurate sales forecasting by demonstrating in-depth knowledge of sales cycles from initial contact through the procurement process
• Extensive domestic travel and possible international travel as necessary
   

Qualifications

Your Experience

• BS degree or equivalent
• 5+ years of above quota sales experience as a Regional/Territory Sales Manager
• Strong communication (written and verbal) and presentation skills, both internally and externally
• Enterprise sales experience with an actionable Rolodex of decision-makers
• Excellent organisational skills
• Experience working with Channel partners and understanding of a channel-centric go to market approach
• Have prior experience selling network infrastructure based security appliances including but not limited to: Firewalls, SSL/IPSec VPNs, Security Proxies and Caches