Major Account Manager - ITES

Job Title: Major Account Manager - ITeS
Location: Bangalore
At Palo Alto Networks® everything starts and ends with our mission: Being the cybersecurity partner of choice, protecting our digital way of life. We have the vision of a world where each day is safer and more secure than the one before. These aren’t easy goals to accomplish – but we’re not here for easy. We’re here for better. 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.
Disruption is at the core of our technology and on our way of work to meet the needs of our employees now and in the future through FLEXWORK, our approach to how we work. We’re changing the nature of work from benefits to learning, location to leadership, we’ve rethought and recreated every aspect of the employee experience at Palo Alto Networks. And because it FLEXes around each individual employee based on their individual choices, employees are empowered to push boundaries and help us all evolve, together
Job Description
Your Career
Working together with a Systems Engineer, you will be responsible for growing your territory. You are the primary point-of-contact for given set of major accounts and are accountable for delivering at above quota sales performance in your region. You are 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
⦁ You will specifically be responsible for managing a set of key strategic ITES & Digital Natives accounts in South India region
⦁ Employing world-class account management skills to identify cross-selling and up-selling opportunities within the target accounts
⦁ Be a highly competent presenter, with a proven track record in selling to C level executives
⦁ Develop and maintain detailed account profiles including organisational 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 technical degree or equivalent experience
10+ years of above quota sales experience
Solid exposure and experience handling Large ITES and Digital Natives customers in South India
Self-motivated
Strong communication (written and verbal) and presentation skills, both internally and externally
Enterprise sales experience with and actionable rolodex of decision makers
Superb organisational skills
Experience selling network infrastructure based security appliances including but not limited to: Firewalls, SSL/IPSec VPNs, Security Proxies and Caches
Practical knowledge of routing and switching products that will be installed adjacent to the Palo Alto Networks appliances
Experience working with channel partners and understanding of a channel centric go to market approach

Work arrangement
No